Tapping into Your Power
BATNAs are not the only source of power in a negotiation. There are other important sources of power that negotiators need to be aware of before approaching the bargaining table.
Information is a distinct advantage in negotiation. This is why we strongly advise negotiators to do as much homework as possible prior to negotiating (see chapter 2). Unfortunately, most negotiators do not know which information is most important to obtain for pie slicing. The most critical type of information is the other party's BATNA. In addition to information about the other party, negotiators need to be well-versed in their own position. In a negotiation situation, opponents will often attempt to talk the other party out of ...