When in the low-power position, it is very important that negotiators:
A) sign a collective agreement
B) bargain without a clear definition of their BATNA
C) cultivate their BATNA
D) propose an ultimatum

Question

Quizplus · Accepted Answer

Cultivating their BATNA (Best Alternative to a Negotiated Agreement) is crucial for negotiators in a low-power position as it strengthens their negotiating position by providing them with alternatives if the current negotiation does not succeed.

When in the Low-Power Position, It Is Very Important That