June 2013
Beginner to intermediate
224 pages
2h 41m
English
Content preview from The Truth About Negotiations, 2nd EditionBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Truth 11. Don’t lie about your BATNA
Your BATNA is your key source of bargaining power. And I’ve strictly cautioned you against revealing your BATNA. These may add up to a common temptation: Why not lie about your BATNA to claim a larger slice of the bargaining pie?
For instance, suppose I concoct a plan for getting a hefty raise: I plan to tell my boss that I have an amazing offer from another employer (this is a complete lie) and that to keep me, she must meet or beat it. Now, you try to talk me out of this deceitful plan!
You might try to talk me out of this plan by saying, “You’ll surely ruin your reputation if you lie. It’s a small world, and your boss will probably find out that you’re lying. She’ll never trust you again. You’ll lose all ...
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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.