In the context of international business negotiations, even small companies can possess great power in negotiations if they have:
A) influence at headquarters.
B) a larger negotiating team.
C) less to lose and more to gain from the deal.
D) many good alternatives and their larger counterparts do not.
E) the advantage of location and time limits.

Question

Quizplus · Accepted Answer

The most important idea in Getting to Yes is the notion of the best alternative to a negotiated agreement (BATNA). This notion is how power in negotiations is best measured. Even the smallest companies can possess great power in negotiations if they have many good alternatives and their large-company counterparts do not.

In the Context of International Business Negotiations, Even Small Companies