Skip to Content
The Truth About Negotiations
book

The Truth About Negotiations

by Leigh L. Thompson
September 2007
Beginner
224 pages
2h 42m
English
Pearson
Content preview from The Truth About Negotiations

Truth 15. Develop your reservation price

A few years ago, I was selling my house. I tried to practice what I preach in my classes: Develop an attractive BATNA, set a feasible target (aspiration point), and so on. But none of it changed the hard truth that I didn’t have an offer on my house!

To make matters worse, I made the grave mistake of telling friends about my lack of success. From that point, they took daily delight in grilling me about the house: “Hey, what’s your BATNA?” As the days dragged on and I still didn’t have an offer, I’d hear things like, “I can loan you a good book!”

One day I arrived at work with a picture of drunk fraternity guys on my laptop screen. They were surrounded by empty bottles and other party paraphernalia. A murmur ...

Become 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,
and much more.

Read now

Unlock full access

More than 5,000 organizations count on O’Reilly

AirBnbBlueOriginElectronic ArtsHomeDepotNasdaqRakutenTata Consultancy Services

QuotationMarkO’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.
Head of Cybersecurity
QuotationMarkI 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.
Field Engineer
QuotationMarkI’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.
Data Platform Tech Lead
QuotationMarkI'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.
Mark W.
Embedded Software Engineer

You might also like

The Truth About Win-Win Negotiating

The Truth About Win-Win Negotiating

Leigh L. Thompson
Negotiation at Work

Negotiation at Work

IRA G. ASHERMAN

Publisher Resources

ISBN: 9780136007364Purchase book