Chapter 30
The Lock-in Tactic
Lock-in tactics can come in the form of ultimatums or threats. They can also come in the form of actions the other side has already taken that they now want you to ratify after the fact, or actions they have taken that have intentionally restricted their negotiating room. In all these cases, they are attempting to solidify (or “lock in”) their position, forcing you to be the one to give in so that the negotiation can continue. Most of the time, they aren’t actually that locked in to the extreme position they’re claiming; they just want you to think they are. That’s what makes this tactic something to watch out for!
THE CLASSIC LOCK-IN TACTIC
In their book Getting to Yes (Penguin Books, 1991), Fisher and Ury retell ...
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