Chapter 22
The Tradeoff Tactic
The tradeoff tactic is simply always insisting on reciprocity for any concession. To put it another way, never make a concession without getting something in return. Reducing it to dialog: “If we do this for you, what will you do for us?” And never, ever unilaterally throw the other side an unreciprocated concession as a gesture of goodwill. Never give them something for nothing. This seems so simple it should be obvious, but time and again I’ve seen government negotiators simply concede on “little matters” unilaterally because (1) they want the other side to like them, (2) they don’t want to spoil a good relationship, (3) they want to keep the negotiations moving, or (4) they really don’t mind giving on that particular ...
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