What's Your BATNA?

A company that was working in China had to use a particular piece of equipment. Because they were working in China, they couldn't import the machine. They could buy this used equipment that would work but more to the point, they could use it as leverage. When you look at something like that, and that story, is really powerful because when people are confronted with a significant power asymmetry, they usually just throw up their hands and say, I hope they'll just give me something.