One of the most important sources of power in a negotiation is:
A) the private conversations that transpire outside of the negotiation room.
B) the ability to force the low-power party to increase their BATNA
C) the failure of the other party to effectively transition between integrative and distributive phases
D) the alternatives available to a negotiator if an agreement is not reached.
E) the ability to use an integrative approach in a distributive situation.

Question

Quizplus · Accepted Answer

The alternatives available to a negotiator if an agreement is not reached, known as BATNA (Best Alternative to a Negotiated Agreement), is a crucial source of power in negotiations. It provides leverage by giving the negotiator options outside the current negotiation.

One of the Most Important Sources of Power in a Negotiation