Negotiators have more power in a negotiation when their potential terms of agreement are:
A) significantly better than what the other negotiator can obtain with his or her BATNA
B) unrelated to the other negotiator's BATNA
C) marginally lower than what the other negotiator can obtain with his or her BATNA
D) suboptimal for the other negotiator
E) unrelated to the other negotiator's true BATNA

Question

Quizplus · Accepted Answer

Negotiators have more power when their terms are significantly better than the other party's BATNA, as it makes their offer more attractive and gives them leverage.

Negotiators Have More Power in a Negotiation When Their Potential