3. Alternatives

weakening

BATNA in a conflict situation often involves ________ the attractiveness of the other side to: -do nothing, or - to do something that is insufficient to you

best alternative to a negotiated agreement

BATNA stands for...

false

During the negotiation, you should avoid changing your Reservation Value. True or False?

best

If you fail to reach agreement, you may have one or more walk-away alternatives. The ________ of these is your BATNA.

not

Negotiating strength often depends on how attractive ________ reaching agreement is.

perception

Often, it's not the "reality" but the other side's ________ of the strength of your BATNA that gives you power

strength

The ________ of your BATNA is of critical importance

stronger, better

The ________ your BATNA, the ________ your bargaining position

BATNA

What standard do you measure any proposed agreement by?

reservation value

What you tentatively believe will trigger you to take your BATNA. Also considered the "bottom line" or "walk away" point

true

A no-agreement alternative that is uncertain(i.e. a probability) cannot be considered a BATNA. True or False?

false

It is okay to disclose your Reservation Value. True or False?

least

The side that has the ________ to lose from a no-deal situation often has the most power.

false

You should never disclose your BATNA. True or False?