September 2007
Beginner
224 pages
2h 42m
English
Content preview from The Truth About NegotiationsBecome 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 13. Signal your BATNA
You may have noticed a BATNA-related Catch-22: “I can’t tell the truth without being totally duped, and I can’t lie without suffering moral-strategic-legal costs. What exactly do you advise?”
To make matters worse, counterparties often ask you about your BATNA directly. “Do you have any offers yet?” Similarly, a homebuyer asks home sellers, “Any action on your home?” And a vendor might bait a procurement director with, “Do you have another source for this product?”
So, what should you do when hit with a “What’s-your-BATNA” question?
First, there are two things you shouldn’t do.
Don’t ignore the question and hope it ...
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