Conflict - Chapter 11 Flashcards
1
Q
Best Alternative to a Negotiated Agreement (BATNA)
A
The best solution outcome you might achieve through some other course of action if you abandon the current negotiation.
2
Q
Superordinate Goal
A
A broad goal that all parties to a dispute value and agree is important.
3
Q
Win-win Orientation
A
The belief that the parties will find a mutually beneficial solution to their disagreement.
