Before they will negotiate, parties must be aware of their alternatives to a negotiated settlement (their BATNA ). They must believe that a negotiated solution would be preferable to continuing the current situation, that a fair settlement can be reached, and that the balance of forces permits such an agreement. William Zartman refers to this as the belief that there is a "Way Out." Weaker parties must feel assured that they will not be overpowered in a negotiation, and parties must trust that their needs and interests will be fairly considered in the negotiation process.
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