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.