Description

Attorney Eric C. Boughman of ForsterBoughman explores the RECO Method, showing how fear of loss can drive stronger negotiation outcomes, in his seminar:

The RECO Method:  Leveraging Worst-Case Scenarios in Negotiation
In this seminar, we explore The RECO Method (Realistic Exposure to Catastrophic Outcome) and how confronting worst-case scenarios can shift negotiation dynamics in your favor.  By applying Prospect Theory and Loss Aversion, we examine why the fear of loss is a stronger motivator than the potential for gain.  Through key tactics such as Reality Testing, BATNA (Best Alternative to a Negotiated Agreement) Exploration, and leveraging Loss Aversion, we will analyze real-world examples from healthcare contracts, legal disputes, and business negotiations.  Attendees will learn how to strategically use RECO to strengthen their negotiation position and drive better outcomes.