Essentials of Organizational Behavior, 11e (Robbins/Judge)

Conversely, you shouldn't expect success in your negotiation effort unless you're able to make the other side an offer it finds more attractive than its BATNA. If you go into your negotiation having a good idea of what the other party's BATNA is, even if you're not able to meet it, you might be able to elicit a change. Diff: 3 Page Ref: 197 ................
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