April 2023
Beginner to intermediate
1400 pages
20h 20m
English
Content preview from HBR Women at Work Boxed Set (6 Books)
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7
The Most Overused Negotiating Tactic Is Threatening to Walk Away
by Jay A. Hewlin
Professional negotiators and researchers alike hail the BATNA (best alternative to a negotiated agreement, or “walk away” outcome) as a negotiator’s primary source of relative power.1 But relying on even the best of alternatives as leverage can be tricky business.
Your relative power in a negotiation is your capacity to use resources to influence another’s circumstances, and a BATNA’s role in that regard can range anywhere from significant to nonexistent. Consider the obvious challenge of a negotiator who thinks she has a very strong alternative but discovers that the other side has a relatively stronger one. This type of BATNA asymmetry can occur in several ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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