Question

Which situation illustrates Fisher and Ury's BATNA approach to negotiating?

An HR manager determines internal costs to produce an orientation manual before speaking with a vendor.
An HR manager and a vendor openly discuss their needs and expectations for a project.
An HR manager identifies enough potential qualified vendors to ensure competitive bids.
Both sides in a negotiation for outsourcing an HR project agree to act in each other's best interests.

Answer 1

An HR manager identifies enough potential qualified vendors to ensure competitive bids.

Step-by-step explanation:

The situation that best illustrates Fisher and Ury's BATNA approach to negotiating is:

An HR manager identifies enough potential qualified vendors to ensure competitive bids.

According to Fisher and Ury, BATNA stands for Best Alternative to a Negotiated Agreement. It refers to the course of action a party can take if negotiations fail and no agreement can be reached. In this situation, the HR manager is actively seeking alternative vendors, which ensures that they have other options in case the negotiation with the current vendor does not lead to a satisfactory agreement.