Negotiating from a Position of Weakness

Hosted by Francesca Gino

142 students

In this video

What you'll learn

How to get what you want when your alternatives are bad

We'll identify different sources of power in negotiation and how to leverage them

How to turn a weakness into a shared constraint

We'll discuss tips for when to share a weakness to create momentum in negotiation

How to lower the worry of being in a weak position

We'll discuss strategies to identify new alternative and negotiate creatively

Why this topic matters

Too often, I've seen decision makers negotiate ineffectively because they felt the other side had more power than they did. It does not have to be that way. Whether you are negotiating a job offer, a new assignment or trying to influence team members, you can be effective even your alternatives are bad. This session will give you the tools to do just that, so that you get what you value most.

You'll learn from

Francesca Gino

20+ years of experience teaching negotiation at Harvard Business School & beyond

I am committed to help people realize their full potential. For 15 years, I taught Negotiation and other courses at Harvard Business School, where I studied and wrote about how people can have more productive, creative and fulfilling lives. I am the best-selling author, most recently, of “Rebel Talent: Why it Pays to Break the Rules in Work and Life.” I have been honored as one of the world’s 50 most influential management thinkers by Thinkers 50. I believe negotiation is all about human interaction, and I am excited to share what I learned, taught and practiced over the last two decades to help you achieve what you want and create value in the process.