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 30. Responding to temper tantrums
Several negotiators, such as Donald Trump, are renowned for throwing temper tantrums at the bargaining table. Often this means hurling china plates, stalking out, making threats, and using verbal abuse. Is this behavior effective in eliciting concessions from the counterparty?
In a staged study simulation to determine whether it is a good or bad idea to display negative emotion at the bargaining table, negotiators were given a “deteriorating best alternative to a negotiated agreement (BATNA),” meaning that their alternative courses of action were disappearing fast, and the only game that was left in town was to work with Negotiator X.15 Negotiator X was coached to adopt one of three emotional styles: very ...
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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.