Yep. You needto know your BATNA going into any negotiation. If you don’t have an acceptable BATNA, you are not in a negotiation but in an unconditional surrender pleading for mercy.

BATNA is the Best Alternative to a Negotiated Agreement.

https://www.pon.harvard.edu/daily/batna/translate-your-batna-to-the-current-deal/?amp

He does not want us to trust him with space travel. He wants us to trust him with our money.