Wouldn't it be lower risk for both parties to start out with...

Wouldn't it be lower risk for both parties to start out with something small with the potential to grow? Perhaps an initial party could be granted first right of refusal on additional indications and regions as an extra incentive to come to an agreement.

Also, the BATNA thing goes both ways. If a third party is genuinely interested in Bisantrene, then knocking back a smaller agreement just because RAC aren't currently willing to offer up a larger one could mean they lose access to Bisantrene altogether and possibly give a competitor a step up.