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 14. Set optimistic but realistic aspirations

While having a best alternative to a negotiated agreement (BATNA) is important, there is a risk that you could become so focused on your BATNA and reservation point that you would 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.

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 lucky just to have reached an agreement. However, when you later discover that ...

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