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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 line and evaluate offers more objectively. For instance, if an employee is negotiating a _________ _________ ______ __________ ________ ____ __________ ________ ________ ___ ________ __________.
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