Salary and job condition negotiations aren't like hostage negotiations. The actors are rational (often, the process forces this by intermediation, so you don't have a human back-and-forth conversation) and ground truth is objective (market conditions).

More importantly, BATNA gives you confidence in your asks. Many people simply don't negotiate at all. Trying to negotiate salary and conditions in the absence of a BATNA requires a level of social skill and confidence that many people simply don't have.