Question
BATNA and ZOPA
Answer :
Word Count : 230
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BATNA, or Best Alternative to a Negotiated Agreement, refers to the most advantageous course of action a party can take if negotiations fail and no agreement is reached. It represents a fallback option that provides security and bargaining power during negotiations. In management, understanding one’s BATNA is essential for effective decision-making, strategic planning, and conflict resolution. A strong BATNA improves a manager’s confidence and leverage, as it reduces dependence on the negotiated outcome. For example, in supplier negotiations, if a company
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