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BATNA and ZOPA are two crucial concepts in negotiation that significantly influence decision-making and outcomes in organisational behaviour. BATNA stands for Best Alternative to a Negotiated Agreement. It refers to the most advantageous course of action that a party can take if negotiations fail and no agreement is reached. Understanding BATNA helps negotiators determine their bottom _________ ____ ____ ________ _________ _______ __________ ___ _____ ___ ________.
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