| In part one, we began to explore the President’s predilection for unpredictability as a negotiating tactic. Using his example, we have so far uncovered little practical use, but some ominous concerns, for our own negotiations - at least as a bump-and-run tool to generate quick wins. Happily, for most of us our dealings are longer term. Might the President's concept of what I've called Randomly Unpredictable Behavior give you an edge in deals that are worked out over time? |
Part 2: The President Tweaks the Australians.
This time, we start by making you the King. And I hereby christen you NOT one of them fully tethered, tamed and enlightened constitutional monarchs, but a good old school, covetous, self-centered divine-right-of-kings type King. Next, let’s say you, as King, want something, and you want it bad. But you've got no good argument for having it. So, instead of mounting an argument, you go all unpredictable. You make odd demands, you backtrack on prior concessions. You might become aloof, or imperious, or incoherent, or even threatening. If you're in a power position, the other side may just decide - quite reasonably, by the way - that it's wiser to take what they've got in hand rather than face a worsening situation. I've called this Studied Pre-Emptive Bait-Cutting. They cut bait, you win...
This time, we start by making you the King. And I hereby christen you NOT one of them fully tethered, tamed and enlightened constitutional monarchs, but a good old school, covetous, self-centered divine-right-of-kings type King. Next, let’s say you, as King, want something, and you want it bad. But you've got no good argument for having it. So, instead of mounting an argument, you go all unpredictable. You make odd demands, you backtrack on prior concessions. You might become aloof, or imperious, or incoherent, or even threatening. If you're in a power position, the other side may just decide - quite reasonably, by the way - that it's wiser to take what they've got in hand rather than face a worsening situation. I've called this Studied Pre-Emptive Bait-Cutting. They cut bait, you win...
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