How Not to Negotiate/Martin Rosenfeld, JD

Posted on March 25, 2017


Joe Cunningham, of Redstate.Com wrote of the efforts of Steve Bannon to get the Republicans to vote for the American Health Care Act. Mr. Bannon reportedly walked into a room with the Freedom Caucus members present and announced: “This is not a debate. You have no choice but to vote for this bill.” The response of one unknown Representative who was present, was this: “[T]he last time someone ordered me to something, I was 18 years old. And it was my Daddy. And I didn’t listen to him either.” So ended Mr. Bannon’s strong-arm attempt.

In a negotiation, you cannot gain ground by trying to bully your opponent. Chances are that strength will be net with strength. Negotiation is neither defined by intimidation nor by stong-arm tactics. You catch more flies with honey than with vinegar. Talk, listen, and be civil. It can indeed lead to Win-Win. Mediate don’t litigate.