Resumen
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.
Título traducido de la contribución | DATNA: Disregarded alternatives to a negotiated agreement, a proposal for negotiation theories |
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Idioma original | Español |
Publicación | Espacios |
Volumen | 40 |
N.º | 16 |
Estado | Publicada - ene. 1 2019 |
Publicado de forma externa | Sí |
Áreas temáticas de ASJC Scopus
- Gestión internacional y de empresa
- Ciencia de la gestión e investigación de operaciones
- Gestión tecnológica y de innovación