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

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Truth 19. Reveal your interests

Many negotiators have been advised to not reveal any information to the other party. However, failure to reveal information about interests can lead to lose–lose agreements, as in the case of the “Orange Sisters,” who failed to discover the win–win solution. The trick is to know what type of information to reveal. As a general rule, hide your BATNA but reveal your interests. Just how big is the impact of revealing information on a negotiator’s bottom line? Negotiators who provide information to the other party about their interests improve their outcomes, or profits, by over 10 percent.7

So, why is there so much reluctance among negotiators to reveal information? There are a few reasons. First, conventional negotiation ...

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