Say Less, Get More by Fotini Iconomopoulos

Author:Fotini Iconomopoulos
Language: eng
Format: epub
Publisher: HarperCollins Publishers
Published: 2021-03-09T00:00:00+00:00

THEIR POWER AND BATNA

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How does your power measure up to theirs? Who has a stronger battery? What can you do to drain their battery and beef up yours? This is the time to be asking yourself these questions to make sure you’ve got not just the right data, but the right mindset to get in the game.

PLANNING AHEAD: UNDERSTAND RESISTANCE POINTS

So, you’ve thought through where you’re going to go if this deal doesn’t work out, but how do you know when to pull the chute and get the heck out of there? The resistance point, also known as the reservation price, is the least acceptable deal you are willing to make before you resist making a deal at all. It’s the last point before you walk away and head to your BATNA.

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