Question
In negotiation Best Alternative to a Negotiated Agreement is a source of: 1. motivation 2. aspiration 3. power 4. None of the above aspiration motivation power None of the above
Answer
4
(252 Votes)
Bernadette
Professional · Tutor for 6 years
Answer
3. power
Explanation
## The question relates to negotiation tactics, and specifically, to the concept of "Best Alternative to a Negotiated Agreement" (BATNA). It asks about the source or role of BATNA in negotiations. During negotiations, your BATNA is the course of action you will pursue if you are unable to reach an agreement at the negotiating table. ## In essence, it's your plan B, established before negotiations begin. Understanding and developing your BATNA properly gives a negotiator increased power at the negotiation table especially against their opponent. If the current possible agreement, or ones pertaining offer is inferior to their BATNA, they can confidently and without reservation reject the offer. because they know they have a better alternative. Consequently, entering negotiations with a strong BATNA on the side can boost your negotiation power. ## The BATNA is therefore being a source of power during negotiations as it provides you the leverage to influence negotiations in your favor or at the least not settle for less.