Successfully Negotiating When You Have No Alternatives

In this course, adapted from the American Negotiation Institute podcast Negotiate Anything, Kwame Christian discusses with Giuseppe Conti, Professor and Managing Partner of Conti Advanced Business Learning, how to prepare and strategize for such situations. They discuss anticipating the challenges you encounter when you have no alternatives, shaping the deal, and what you can do during the negotiation process. Learn about the potential risks of negotiating with no alternatives and the importance of preparing for negotiations. Discover how to build alternatives and explore why you need to have a BATNA. Go over the importance of writing everything down before going to the negotiation table, and learn why pressure could be a strategy to use. Explore ways to analyze your BATNA in order to be aware of your alternatives and acknowledge the extent of your power. Plus, learn why people are more influenced by potential losses than by potential gains.

This course was created by the American Negotiation Institute. We are pleased to host this training in our library.