According to Fisher and Ury, _______________ determine(s) the point at which you are prepared to walk away from the negotiating table.
A) a hard deadline
B) your BATNA
C) a variable sum
D) your NABTA
E) sunk costs

Question

According to Fisher and Ury, _______________ determine(s) the point at which you are prepared to walk away from the negotiating table. 
A) a hard deadline
B) your BATNA
C) a variable sum
D) your NABTA
E) sunk costs

Quizplus · Accepted Answer

BATNA stands for Best Alternative to a Negotiated Agreement. It refers to the most advantageous alternative course of action you can take if the negotiation fails and an agreement cannot be reached. Knowing your BATNA is crucial as it determines your negotiation power and helps you establish your reservation point, or the point at which you are prepared to walk away from the negotiating table. Therefore, B is the best choice as it directly matches the description given in the question.

According to Fisher and Ury, _______________ Determine(s) the Point at Which