Third, while they should be reasonable, negotiators must never give in to pressure, threats, or bribes. When the other party stubbornly refuses to be reasonable, the first party may shift the discussion from a search for substantive criteria to a search for procedural criteria. When the Other Party Is More Powerful No negotiation method can completely overcome differences in power. However, Fisher and Ury suggest ways to protect the weaker party against a poor agreement, and to help the weaker party make the most of their assets. The bottom line is what the party anticipates as the worst acceptable outcome.
Negotiators decide in advance of actual negotiations to reject any proposal below that line.
Fisher and Ury argue against using bottom lines. Because the bottom line figure is decided upon in advance of discussions, the figure may be arbitrary or unrealistic. Having already committed oneself to a rigid bottom line also inhibits inventiveness in generating options. Power in a negotiation comes from the ability to walk away from negotiations. Generally, the weaker party can take unilateral steps to improve their alternatives to negotiation.