DATNA: Disregarded alternatives to a negotiated agreement, a proposal for negotiation theories
When studying the negotiation process, it is imperative to establish the BATNA and the WATNA, without forgetting the MLATNA and the WATNA; however, for the authors, these four alternatives are not enough, because it seems that an additional step in the process could allow the exploration of a greate...
- Autores:
- Tipo de recurso:
- Fecha de publicación:
- 2019
- Institución:
- Universidad del Rosario
- Repositorio:
- Repositorio EdocUR - U. Rosario
- Idioma:
- spa
- OAI Identifier:
- oai:repository.urosario.edu.co:10336/23982
- Acceso en línea:
- https://repository.urosario.edu.co/handle/10336/23982
- Palabra clave:
- Agreement
Alternative
Disregard
Negotiation
- Rights
- License
- Abierto (Texto Completo)
| Summary: | When studying the negotiation process, it is imperative to establish the BATNA and the WATNA, without forgetting the MLATNA and the WATNA; however, for the authors, these four alternatives are not enough, because it seems that an additional step in the process could allow the exploration of a greater number of options if none of the scenarios above occur and that is why they are proposing the DATNA, or disregarded alternatives for a negotiated agreement, for its acronym in English. © 2019. |
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