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Philip Williams, Hostage and Crisis Negotiator & CEDR Trainer
Host
Ben Thomson, Content Strategist, CEDR
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What do you do when parties feel they have nothing to lose?
This #askanegotiator question comes from a Practice Support Lawyer at a London law firm.
The question can be interpreted in a number of ways.
Is it about a party who has lost everything already? Is it that the party feels so powerful they feel they are bound to win? Or perhaps refers to a party that is parking any thought of loss because this is a matter of principle and they won’t compromise?
Regardless of how you interpret it, the core component of the question is around ‘loss’.
When it comes to getting what you want in a negotiation, ‘loss’ is a powerful force for influence and persuasion.
Why and how do you use it?
Listen to our podcast to find out.
Others in the Series
Ask a Negotiator Episode 1 – The Anatomy of a Good Negotiator
Ask a Negotiator Episode 2 – When you Feel you have no Choice
Ask a Negotiator Episode 3 – Overcoming Extreme Adversity
Ask a Negotiator Episode 4 – 80/20 of Negotiation
Ask a Negotiator Episode 6 – One Thing I Believe to be True About Negotiation
Ask a Negotiator Episode 7 – How to Manage a Crisis
Ask a Negotiator Episode 8 – Is Hostage Negotiation like the Movies?
Ask a Negotiator Episode 9 – The Trilogy of Persuasive Negotiation
Ask a Negotiator Episode 10 – Rescue Yourself
Ask a Negotiator Episode 11 – Pastries and Pints
Ask a Negotiator Episode 12 – Breaking the Silence Part 1
Ask a Negotiator Episode 13 – Breaking the Silence Part 2
Ask a Negotiator Episode 14 – ‘Conscious Competence’ and ‘Something Else’
Ask a Negotiator Episode 15 – ‘Minimal Encouragers’
Workplace Mediation Series | EP.03 | What Does Workplace Mediation Look Like?
Ask a Negotiator Episode 16 – ‘Use of Silence’
Ask a Negotiator Episode 17 – Conversation with Dr. Martin Klimmek
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