Conclusion
When it comes to slicing the pie, the most valuable information is a negotiator's best alternative to reaching agreement (or BATNA). Nothing can substitute for the power of a strong BATNA. Negotiators can enhance their ability to garner a favorable slice of the pie by engaging in the following strategies: determining their BATNA prior to negotiations; attempting to improve upon their BATNA; researching the other party's BATNA; setting high aspirations; making the first offer; immediately reanchoring if the other party opens with an “outrageous” offer; resisting the urge to state a range; making bilateral, not unilateral, concessions; using objective-appearing rationales to support offers; and appealing to norms of fairness. We strongly ...
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