DATNA: Alternativas descartadas para un acuerdo negociado, una propuesta para las teorías de negociación Academic Article

journal

  • Espacios

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.

publication date

  • 2019-1-1

edition

  • 40

keywords

  • Alternatives
  • Forgetting
  • Negotiated Agreements
  • Negotiation Process
  • Scenarios

International Standard Serial Number (ISSN)

  • 0798-1015