October 2000
Intermediate to advanced
378 pages
14h 47m
English
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Your BATNA Is Your Most Important Source of Power in Negotiation
If a negotiator has a great BATNA, negotiation is almost effortless. All she has to do is inform the other party about her alternatives and invite the other party to make an offer that is superior to her BATNA. Most of the time, however, people do not have a great BATNA—they have mediocre or lousy BATNAs. For this reason, we caution the negotiator to only reveal his BATNA if he is prepared for the other party to make an offer that is minimally superior to his BATNA, at best. It is imperative that negotiators attempt to cultivate and improve upon their BATNAs prior to negotiating. Negotiators who leverage their BATNAs will be the ones who reach settlement terms that are most favorable ...
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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.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.