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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 17Set optimistic but realistic aspirations

While having a BATNA is important, the risk is that you become so focused on your BATNAs and reservation points that you settle for the first deal better than your BATNA or above your reservation point. Instead, you should hold out for a much more attractive deal, one closer to your aspiration point.

Your BATNA tells you when to walk, not when to sign.

If you accept the first proposal that exceeds your BATNA, you have fallen victim to the "underaspiring" negotiator syndrome. The primary symptom: You feel great about getting a deal. You perceive the bargaining zone as small and thus feel lucky just to have reached an agreement. However, when you later realize the actual size of the bargaining zone, ...

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