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

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

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 journal › Article › peer-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 contribution	DATNA: Disregarded alternatives to a negotiated agreement, a proposal for negotiation theories
Original language	Spanish
Journal	Espacios
Volume	40
Issue number	16
State	Published - Jan 1 2019
Externally published	Yes

All Science Journal Classification (ASJC) codes

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

Cite this

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N2 - 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.

AB - 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.

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

Abstract

All Science Journal Classification (ASJC) codes

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