DATNA: Disregarded alternatives to a negotiated agreement, a proposal for negotiation theories
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Reyes Ortíz, Giovanni Efraín
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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. © 2019.
Agreement , Alternative , Disregard , Negotiation