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|
|State||Published - Jan 1 2019|
All Science Journal Classification (ASJC) codes
- Business and International Management
- Management Science and Operations Research
- Management of Technology and Innovation