Comments on: How to negotiate when you have nothing to leverage http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/ Advice at the intersection of work and life Fri, 08 Aug 2008 18:29:04 +0000 http://wordpress.org/?v=2.3.3 By: 当你没有底牌的时候，如何进行谈判？ - One Leo http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-142882 当你没有底牌的时候，如何进行谈判？ - One Leo Wed, 09 Apr 2008 13:01:45 +0000 http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-142882 [...] 原文：How to negotiate when you have nothing to leverage [...] […] 原文：How to negotiate when you have nothing to leverage […]

]]> By: GSR http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-101538 GSR Fri, 06 Jul 2007 17:08:03 +0000 http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-101538 Books on negotiation are a cottage industry and despite the glut they keep on coming. The reason I think is that this genre plays on everyone's desire to learn "the secret" to getting their way. However, in my opinion, negotiation boils down to just 2 things: (1) knowing what the ask for; and (2) having the leverage to get it. Knowing what to ask for requires knowledge of the area you're operating in - or having advisors with such knowledge. Having leverage, as your article points out so well, is simply a measure of how good your best Plan B is. Books on negotiation are a cottage industry and despite the glut they keep on coming. The reason I think is that this genre plays on everyone’s desire to learn “the secret” to getting their way. However, in my opinion, negotiation boils down to just 2 things: (1) knowing what the ask for; and (2) having the leverage to get it. Knowing what to ask for requires knowledge of the area you’re operating in - or having advisors with such knowledge. Having leverage, as your article points out so well, is simply a measure of how good your best Plan B is.

]]> By: Translator Power Negociating a Translation Contract - How Powerful is Your BATNA? « http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-93442 Translator Power Negociating a Translation Contract - How Powerful is Your BATNA? « Thu, 21 Jun 2007 20:28:22 +0000 http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-93442 [...] Not clear enough? Let’s ask Penelope Trunk [...] […] Not clear enough? Let’s ask Penelope Trunk […]

]]> By: Dale http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-92210 Dale Tue, 19 Jun 2007 14:40:25 +0000 http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-92210 Thank you. Thank you.

]]> By: Andrey http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-92107 Andrey Tue, 19 Jun 2007 12:05:16 +0000 http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-92107 I like the notion of promoting with terrible BATNAs. Let me just add that in this case there is promoted just the part of it, which actually shows how the offerent can solve problems or issues of the acceptant, while using the best points of the 'Lousy BATNA' while. In other words, self-confidence and showing the best from the bad offer, can help the offerer persuade the acceptant to exchange his amazing suggestions for one's strong 'mindness' of how the accpetant's problems will be solved by the offerer possessing not the best BATNA for the moment. In other words, material things (i.e. tangible contract provisions like salary, bonus and insurance) will be exchanged for the intangible (strong minded personality, who will likely to cope with the problem the best way). This makes me think that disadvantages can be turned in good opportunities, if a person knows what and how must be offered. So far, this is a great part of thinking, picking someone's issues and offering their solution. By the way, Penelope, this is the idea I've learned from your 'How to get a six-figure book deal from your blog'. It seems to work for this case too. Thanks for catching blogging )) I like the notion of promoting with terrible BATNAs.
Let me just add that in this case there is promoted just the part of it, which actually shows how the offerent can solve problems or issues of the acceptant, while using the best points of the ‘Lousy BATNA’ while.
In other words, self-confidence and showing the best from the bad offer, can help the offerer persuade the acceptant to exchange his amazing suggestions for one’s strong ‘mindness’ of how the accpetant’s problems will be solved by the offerer possessing not the best BATNA for the moment.
In other words, material things (i.e. tangible contract provisions like salary, bonus and insurance) will be exchanged for the intangible (strong minded personality, who will likely to cope with the problem the best way).
This makes me think that disadvantages can be turned in good opportunities, if a person knows what and how must be offered. So far, this is a great part of thinking, picking someone’s issues and offering their solution.
By the way, Penelope, this is the idea I’ve learned from your ‘How to get a six-figure book deal from your blog’. It seems to work for this case too.
Thanks for catching blogging ))

]]> By: Brian Johnson http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-91943 Brian Johnson Tue, 19 Jun 2007 03:07:16 +0000 http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-91943 I think self-confidence and optimism are also strongly related to this discussion as intangibles in the negotation process. In your example with the syndicate, there must have been something internally working to convince you that you could do better, even though nothing was on the table. Had you not had that optimism and confidence, you would have taken the deal. It may be oversimplying, but I think you can make a case that even if you have nothing tangible to leverage, optimism and confidence can be a strong BATNA. They are powerful assets as illustrated by most successful entrepreneurs. * * * * * <em>Brian, I love this comment. It's so perceptive, and it's like having a mirror held in front of me, and who doesn't like that? Thanks for showing us all a second source for gaining leverage in negotiations.</em> <em>Penelope</em> I think self-confidence and optimism are also strongly related to this discussion as intangibles in the negotation process. In your example with the syndicate, there must have been something internally working to convince you that you could do better, even though nothing was on the table. Had you not had that optimism and confidence, you would have taken the deal. It may be oversimplying, but I think you can make a case that even if you have nothing tangible to leverage, optimism and confidence can be a strong BATNA. They are powerful assets as illustrated by most successful entrepreneurs.

* * * * *

Brian, I love this comment. It’s so perceptive, and it’s like having a mirror held in front of me, and who doesn’t like that? Thanks for showing us all a second source for gaining leverage in negotiations.

Penelope

]]> By: Maureen Rogers http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-91857 Maureen Rogers Mon, 18 Jun 2007 23:44:00 +0000 http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-91857 "Penelope" - Another provocative and interesting post. For me, the best alternative to a negotiated agreement, if you have no/low BATNA is your indifference, i.e., your ability to walk away form the table. I've always found that giving yourself permission not to obsess about the outcome frees you up to dig your heels in on certain issues. Which ends up increasing your ability to negotiate. “Penelope” - Another provocative and interesting post. For me, the best alternative to a negotiated agreement, if you have no/low BATNA is your indifference, i.e., your ability to walk away form the table. I’ve always found that giving yourself permission not to obsess about the outcome frees you up to dig your heels in on certain issues. Which ends up increasing your ability to negotiate.

]]> By: Negotiating Salary - follow-up post « Career and Branding http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-91856 Negotiating Salary - follow-up post « Career and Branding Mon, 18 Jun 2007 23:39:50 +0000 http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-91856 [...] Negotiating Salary - follow-up post In an earlier post I made some suggestions about negotiating salary.  Penelope Trunk just wrote an interesting post on her blog on how to negotiate from a position of weakness. In the context of salary negotiation this is very relevant if you are not currently unemployed or very underpaid,  and are negotiating salary with a new employer. Basically it is the art of pleading for a favour. See the original post here . [...] […] Negotiating Salary - follow-up post In an earlier post I made some suggestions about negotiating salary.  Penelope Trunk just wrote an interesting post on her blog on how to negotiate from a position of weakness. In the context of salary negotiation this is very relevant if you are not currently unemployed or very underpaid,  and are negotiating salary with a new employer. Basically it is the art of pleading for a favour. See the original post here . […]

]]> By: Recruiting Animal http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-91783 Recruiting Animal Mon, 18 Jun 2007 20:48:38 +0000 http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-91783 I really liked this. If I remember Getting To Yes correctly they talked as if everyone had a BATNA which I found very frustrating. The book would have profited from the inclusion of this article. It reads well and hits home. Re young people having greater BATNA. Maybe in certain sectors. I still think that most inexperienced people don't have much to negotiate with. I really liked this. If I remember Getting To Yes correctly they talked as if everyone had a BATNA which I found very frustrating. The book would have profited from the inclusion of this article.
It reads well and hits home.

Re young people having greater BATNA. Maybe in certain sectors. I still think that most inexperienced people don’t have much to negotiate with.

]]> By: Indian Blogger http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-91752 Indian Blogger Mon, 18 Jun 2007 19:12:39 +0000 http://blog.penelopetrunk.com/2007/06/18/how-to-negotiate-when-you-have-nothing-to-leverage/#comment-91752 I think you make a great point. In B Schools, we are often told to think about BATNA during negotiation. Often, there are situations when I don't have a BATNA ( or have one thatz a last option and is something that I don't want). Itz frustrating then. In such cases, I think ,your point of treating it like a favor is excellent. I have actually used it many times but when I read your piece now, I actually realized it that its true. In short,if the BATNA sucks,I follow the thumb rule- Be good,be nice and ask for a favor..and they might melt.! :) I think you make a great point. In B Schools, we are often told to think about BATNA during negotiation. Often, there are situations when I don’t have a BATNA ( or have one thatz a last option and is something that I don’t want). Itz frustrating then. In such cases, I think ,your point of treating it like a favor is excellent. I have actually used it many times but when I read your piece now, I actually realized it that its true. In short,if the BATNA sucks,I follow the thumb rule-
Be good,be nice and ask for a favor..and they might melt.! :)

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