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The Truth About Negotiations by Leigh Thompson

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Truth 14Research the other party's BATNA

If your feet are the key source of your bargaining power in a negotiation, bear in mind that the other party has feet, too.

It's surprising to me how little research negotiators do on the other party. Negotiators become so self-absorbed with their own BATNAs that they often fail to think strategically about who's on the other side of the table. This is even more perplexing when there is good data available, often publicly, about the other party.

If your feet are the key source of your bargaining power in a negotiation, bear in mind that the other party has feet, too.

In my first job, I was earning a rather low salary. "It's okay—I'm doing what really counts," I would tell myself. Fortunately, a fellow ...

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