O'Reilly logo

Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Tapping into Your Power

BATNAs are not the only source of power in a negotiation. There are other important sources of power that negotiators need to be aware of before approaching the bargaining table.

Information

Information is a distinct advantage in negotiation. This is why we strongly advise negotiators to do as much homework as possible prior to negotiating (see chapter 2). Unfortunately, most negotiators do not know which information is most important to obtain for pie slicing. The most critical type of information is the other party's BATNA. In addition to information about the other party, negotiators need to be well-versed in their own position. In a negotiation situation, opponents will often attempt to talk the other party out of ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required