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 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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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.