Sam is negotiating a contract to purchase raw materials for his company.Which of the following will be his most important source of power during the negotiation?

Question

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BATNA (Best Alternative to a Negotiated Agreement) is the most important source of negotiating power for Sam as it provides the basis for determining his negotiation strategy and options. Having a strong BATNA gives Sam the option to walk away from the negotiation if his desired outcome is not met. This gives him leverage in the negotiation and increases his bargaining power. The other options may also be important, but they are not as crucial as BATNA.

Sam Is Negotiating a Contract to Purchase Raw Materials for His