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5 Business Skills Every IT Pro Must Master (Collection) by Leigh Thompson, Jerry Weissman, Terry J. Fadem, Stephen Robbins, Robert Follett

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Truth 12Don't lie about your BATNA

Your BATNA is your key source of bargaining power. And I've strictly cautioned you against revealing your BATNA. These may add up to a common temptation: Why not lie about your BATNA to claim a larger slice of the bargaining pie?

For instance, suppose I concoct a plan for getting a hefty raise: I plan to tell my boss that I have an amazing offer from another employer (this is a complete lie) and that to keep me, she must meet or beat it. Now, you try to talk me out of this deceitful plan!

You might try to talk me out of this plan by saying, "You'll surely ruin your reputation if you lie. It's a small world, and your boss will probably find out that you're lying. She'll never trust you again. You'll lose all ...

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