Episode 12: Being the Underdog in a Negotiation

Kelli Confidential: Negotiation Essentials Empowering Extraordinary Women

What exactly does it mean to negotiate as an underdog - i.e from a defended position? It means trying to mitigate your position of disadvantage – regardless of what caused it. It may be lack of leverage, lack of resources, it may be a poorly argued position that’s backfired and landed you on the back foot.

I’m talking about those times when you feel cornered – you may in fact be cornered - either in your logic or because options are limited or don’t exist, or it may appear that the odds are stacked against you, or you may be negotiating up against a giant (the Goliath to your David) where there’s no path to a successful outcome - or at least one that you can see. Ever been in that situation? I can think of a few times when I have!
In today's episode I'm covering three micro lessons to help you think differently about what disadvantage means and steps you can take to find opportunities even when you're the underdog. Let's jump in!
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Resources & Citations:
The Fort William Henry Massacre &The Last of the Mohicans (historical account and reference to James Fenimore Cooper’s novel Last of the Mohicans) https://southwilliamstown.org/the-fort-williamhenry-massacre-the-last-of-the-mohicans/

Cameron McWhirter and Bill Rankin, Cox News Service “Nichols is Captured in Atlanta”. The Story of Ashley Smith and Brian Nichols (2005): https://www.deseret.com/2005/3/13/19881775/nichols-is-captured-in-atlanta

Gladwell, Malcolm. “David and Goliath: Underdogs, Misfits, and the Art of Battling Giants”. Little, Brown and Company (2015). https://www.amazon.com/gp/product/0316204374?tag=hacboogrosit-20

Kohnrieser, George. "Hostage At The Table: How Leaders Can Overcome Conflict, Influence Others, and Raise Performance." Jossey-Bass Publishing. San Francisco (2006).
MacCurdy, J.T. “The Structure of Morale” Cambridge – The University Press. 1943. (revised Oct 2022): https://www.amazon.co.uk/Structure-Morale-J-T-MacCurdy/dp/1015498787/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1685367142&sr=8-1

Legend of David and Goliath (Bible, 1 Samuel 17:1-58 - https://www.biblegateway.com/passage/?search=1+Samuel+17&version=NIV)

Voss, Chris. “Never Split the Difference”. TEDx. (2016, September). https://www.youtube.com/watch?v=SEFK

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