Trump Your Next Negotiation: You Just Might Win
Whether you’re a supporter of the President-Elect or not, one thing that you cannot deny is "The Donald’s" ability to frame a negotiation. The operate word in the above sentence: "Frame." Invariably, experts of tactical negotiating advise that every negotiation is won or lost at the beginning. Specifically, in how you frame it.
If you are able to successfully frame the negotiation – you can expect to consistently achieve the best outcome.
Recently, there has been a small-faction of negotiation experts who advocate using unconventional behavior to keep the other side off-balance from the outset. Specifically, by uttering random, unpredictable, bombastic concepts to confuse, distract, and otherwise shock the other party. While many might argue that the President- Elect is a loose cannon who can’t control his tongue or his tweets, I wonder if an old saying might be more accurate: Dumb like a fox.
The President-Elect just might be combining the two negotiating tactics above to repeatedly execute a negotiating strategy. Trump announces the foundation of his immigration policy as being “we’re going to build the wall and Mexico is going to pay for it”; he unpredictably puts his adversaries off-balance, radically frames his position, and causes the other side to either craft a response to what seems like a bombastic statement - or stay silent. Either way, the other side is immediately under duress. The result? The President of Mexico starts thinking “gee what if he does win the election and builds the wall?”
Later, perhaps he begins to say to himself; “well, if the US is going to build the wall, Mexico should at least figure out how to make them pay for it – right?” Now he is negotiating from a very poorly framed (for Mexico) position.
While Congress might have a slightly different reaction to the President-Elects initial immigration proposal – it serves the same purpose. He can force Congress to play defense now, soften his policy later - knowing that in the end he will get the best possible outcome.
Of course, don’t try this negotiating strategy unless you have the gumption to fabricate positions and hold them (apologies to Kenny Rogers).
Have you ever negotiated Trump style?
Best,
Mark