Negotiating effectively often involves using different norms to justify your position. One common norm is the Reciprocity Norm, which encourages a "give and take" approach. If one side makes a concession, the other should do the same. The Market Norm is powerful, relying on industry standards like salary data to make an argument more credible. The Equality Norm focuses on fairness, often used when both sides contribute equally, such as splitting profits in a partnership. The Need Norm is based on personal necessity but is usually weaker in business negotiations, as it centers on individual situations. The Precedent Norm uses past decisions to justify current requests, though it's not always persuasive if circumstances have changed. Finally, the Authority Norm relies on laws or expert opinions to support a position. While the Market Norm is often the most effective, understanding these norms helps negotiators choose the best strategy for success.

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