Ítem
Solo Metadatos
DATNA: Disregarded alternatives to a negotiated agreement, a proposal for negotiation theories
Título de la revista
Autores
Socorro F.O.
Reyes Ortíz, Giovanni Efraín
Trujillo R.A.
Fecha
2019
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Editor
Revista Espacios
Citations
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Resumen
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. © 2019.
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Keywords
Agreement , Alternative , Disregard , Negotiation