DATNA: Alternativas descartadas para un acuerdo negociado, una propuesta para las teorías de negociación
Artículo académico
Visión General
Visión General
Abstracto
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.
