NEGOTIATION/ PREPARATION. Aiming for a Negotiated Agreement: Aspiration (Target) Point Most preferred or ideal settlement Reservation Point (Bottom Line) Least favorable settlement. --Can settle or walk away to BATNA: B est Alternative T o a N egotiated A greement . PREPARATION.
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Aiming for a Negotiated Agreement:
BATNA: Best AlternativeTo a Negotiated Agreement
Positive bargaining zone (Reservation points overlap)