Contents
TRUTH 1: If you have only one hour to prepare...
TRUTH 2: Negotiation: A natural gift?
TRUTH 3: Rehearsal might get you to Carnegie, but it won’t help you negotiate
TRUTH 4: The power of making the first offer
TRUTH 5: What if you don’t make the first offer?
TRUTH 6: Don’t be a tough or a nice negotiator
TRUTH 7: Four sand traps in the golf game of negotiation
TRUTH 8: Your industry is unique (and other myths)
TRUTH 10: It’s alive! Constantly improve your BATNA
TRUTH 11: Don’t reveal your BATNA
TRUTH 12: Don’t lie about your BATNA
TRUTH 14: Research the other party’s BATNA
TRUTH 15: Develop your reservation price
Get The Truth About Negotiations now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.