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
Directores
ISSN de la revista
Título del volumen
Editor
Revista Espacios
Buscar en:
Métricas alternativas
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.
Palabras clave
Keywords
Agreement , Alternative , Disregard , Negotiation
