In the context of international business negotiations, even small companies can possess great power in negotiations if they have:
A) no influence at headquarters.
B) a larger negotiating team.
C) more to lose and less to gain from a deal.
D) many good alternatives and their large-company counterparts do not.
E) the advantage of negotiating in a foreign land.

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