What is the significance of BATNA for the parties negotiating - It defines the zone of possible agreement (ZOPA), Which area of a project is most likely to require formal negotiations to be necessary - Acquisition of goods and services for the project, What is most important for a negotiator to understand about their concessions - The cost to give the concession and the value to the other party, What is essential for the project manager to be aware of when negotiating - They must recognise the limits of their authority and experience in contractural situations and should seek support form their procurement or legal specialists,

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