A negotiator should ensure that his or her BATNA is revealed to the other party, because the final settlement is unlikely to vary much from that point.

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A negotiator should not reveal their BATNA to the other party, because it might weaken their negotiating position and give the other party an advantage in the negotiations. The final settlement might not vary much from the BATNA, but the negotiator should not reveal it unless it is necessary to walk away from the negotiations.

A Negotiator Should Ensure That His or Her BATNA Is