DATNA: Alternativas descartadas para un acuerdo negociado, una propuesta para las teorías de negociación

Translated title of the contribution: DATNA: Disregarded alternatives to a negotiated agreement, a proposal for negotiation theories

Félix O. Socorro, Giovanni E. Reyes, Rodrigo A. Trujillo

Research output: Contribution to journalArticlepeer-review

Abstract

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.

Translated title of the contributionDATNA: Disregarded alternatives to a negotiated agreement, a proposal for negotiation theories
Original languageSpanish
JournalEspacios
Volume40
Issue number16
StatePublished - Jan 1 2019
Externally publishedYes

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Management Science and Operations Research
  • Management of Technology and Innovation

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