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Negociação de Michael Watkins é um livro que ensina táticas e estratégias de negociação utilizando o que ele chama da MANAA, MELHOR ALTERNATIVA Á NEGOCIAÇÃO DE UM ACORDO  a famosa

BATNA Best alternative to a negotiated agreement

In NEGOTIATION theory, the best alternative to a negotiated AGREEMENT BATNA is the course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached.

A party should generally never accept a worse resolution than its BATNA.

Care should be taken, however, to ensure that deals are accurately valued, taking into account all considerations, such as relationship value, time value of money and the likelihood that the other party will live up to their side of the bargain.

These other considerations are often difficult to value, since they are frequently based on uncertain or qualitative considerations, rather than easily measurable and quantifiable factors.

 
 

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