Title

DATNA: Disregarded alternatives to a negotiated agreement, a proposal for negotiation theories

Document Type

Article

Publication Date

1-1-2019

Publication Title

Espacios

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.

Volume

40

Issue

16

ISSN

07981015

Identifier

SCOPUS_ID:85071360968

Documento original

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