August 2020
Intermediate to advanced
320 pages
6h 32m
English
Content preview from The Book of Real-World Negotiations
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Glossary
In order to think through the lessons from these cases most effectively, you will need to know the definitions of some core negotiation concepts (listed in alphabetical order below). Many of these may be familiar to you; others may be new.
- Agent
- A person or entity who acts for, or in place of, another individual or entity as their representative in a negotiation with another party. An agent can have either full or limited authority to act on the behalf of the party they represent.
- Alternatives and BATNA (Best Alternative to a Negotiated Agreement)
- Alternatives are all of the actions a negotiator might take if they cannot reach an agreement with the other parties to a negotiation. A negotiator might have a number of alternatives in a given negotiation. When a negotiator does have multiple alternatives, it is important to determine which of those is the best. That best alternative is known as a Best Alternative to a Negotiated Agreement (i.e. BATNA or walkaway alternative). BATNA helps a negotiator to compare different pathways in front of them and what their best course of action is in a given situation. A key element of BATNAs is that they are in no way reliant on the other negotiator.
- Anchoring
- Anchoring is an effort to frame a negotiation around a certain reference point so that the conversation will proceed from that place forward. Anchoring is closely connected to first offers (see below) because anchoring most often occurs at the outset of a negotiation.
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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.