O'Reilly logo

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

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Truth 12. Signal your BATNA

You may have noticed a BATNA-related Catch-22: “I can’t tell the truth without being totally duped, and I can’t lie without suffering moral-strategic-legal costs. What exactly do you advise?”

To make matters worse, counterparties often ask you about your BATNA directly. “Do you have any offers yet?” Similarly, a homebuyer asks home sellers, “Any action on your home?” And a vendor might bait a procurement director with, “Do you have another source for this product?”

So, what should you do when hit with a “What’s-your-BATNA” question?

First, there are two things you shouldn’t do:

Image Don’t ignore the question and hope it ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required