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Learn the Art of Logic and Persuasion (Collection) by Leigh Thompson, Jonathan Herring

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Truth 9. It’s alive! Constantly improve your BATNA

Think of your BATNA as a beloved plant or pet: You feed it, you water it. BATNAs need care and attention to thrive. If you stop nurturing them, they die.

Your BATNA is in a constant state of flux. It ebbs and flows. Whatever you do, don’t be passive about it. For example, a home buyer might have three offers on her house today. Great BATNA, you might think. But three days from now, the inspection may go badly for one buyer, another buyer may not get the company transfer he anticipated and withdraw, and the third may find a more attractive house. So, now the seller’s BATNAs have withered. In this situation, I would advise the seller to schedule an open house, create a colorful website, and move ...

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