June 2013
Beginner to intermediate
905 pages
13h 15m
English
book
The Truth About Better Decision-Making (Collection), 2/e
by Robert E. Gunther, William S. Kane, Leigh Thompson, Martha I. Finney
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Truth 15. The power of making the first offer
Conventional negotiation wisdom strictly cautions negotiators against opening first—to avoid tipping their hands. If everyone does this, you are liable to end up in a comical cat-and-mouse game in which both parties develop elaborate methods to avoid answering any questions as long as possible and eventually walk away without a deal.
I don’t know the origin of this bad advice, but I’d like to banish it right now. I researched the scientific literature and explored numerous studies that have investigated negotiators’ offer patterns and outcomes. In none of those investigations did it harm negotiators to open first. In fact, negotiators who make the first offer uniformly do better than those who don’t. ...
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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.
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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.