Positive Risk and Hidden Value: The Role of SWOT in Negotiations
A practical conversation with Patrick Tinney on using SWOT analysis to identify leverage, manage risk, and think more strategically in negotiations.
What We Explored in This Episode
In Episode 17 of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Patrick Tinney, seasoned negotiator and author, to explore how SWOT analysis can be used as a strategic tool in negotiation preparation.
Rather than treating SWOT as a generic planning exercise, the discussion focuses on how negotiators can apply it deliberately to shape decisions, positioning, and movement before a negotiation even begins.
Why SWOT Matters in Negotiation Strategy
Patrick explains how SWOT provides a structured way to understand the negotiation landscape. By identifying strengths and opportunities, negotiators can uncover leverage and potential value. By recognising weaknesses and threats, they can anticipate risk and avoid avoidable mistakes.
The episode reinforces that SWOT is not about prediction—it is about strategic awareness and better decision-making under pressure.
Positive Risk vs Negative Risk
A key concept introduced in the episode is positive risk. Patrick describes this as the willingness to take calculated chances that unlock value or growth, grounded in a clear understanding of strengths and opportunities.
In contrast, the discussion highlights the dangers of negative risk—agreements that expose negotiators to legal, commercial, or reputational issues that outweigh any short-term gain. Learning to distinguish between the two is a critical strategic skill.
Turning SWOT into Practice
Patrick advocates a hands-on approach to SWOT analysis. Before entering a negotiation, take time to assess:
- Your own strengths, weaknesses, opportunities, and threats
- Your team’s position
- The likely position of the other party
This exercise helps surface hidden leverage, identify vulnerabilities, and create a more balanced negotiation strategy.
A dedicated Negotiation Card on “Positive Risk from SWOT” has been created to help practitioners practise this analysis deliberately rather than treating it as a one-off planning tool.
As a starting point, try applying SWOT to a recent negotiation or even your own career decisions. Notice what becomes clearer when you slow down and examine the situation strategically.