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

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

Producción científica: Contribución a revista › Artículo de Investigación › revisión exhaustiva

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
Idioma original	Español
Publicación	Espacios
Volumen	40
N.º	16
Estado	Publicada - ene. 1 2019
Publicado de forma externa	Sí

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Gestión internacional y de empresa
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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.",

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T2 - Alternativas descartadas para un acuerdo negociado, una propuesta para las teorías de negociación

AU - Socorro, Félix O.

AU - Reyes, Giovanni E.

AU - Trujillo, Rodrigo A.

PY - 2019/1/1

Y1 - 2019/1/1

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.

UR - https://www.scopus.com/pages/publications/85071360968

UR - https://www.scopus.com/pages/publications/85071360968#tab=citedBy

M3 - Artículo de Investigación

AN - SCOPUS:85071360968

SN - 0798-1015

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ER -

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

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