Essentials for Government Contract Negotiators

Chapter 34

The Planted Information Tactic

The planted information tactic is a devious and unscrupulous tactic that’s thankfully quite rare in government negotiations—for a good reason. The success of the planted information tactic relies on the victim’s natural human tendency toward curiosity and our tendency to believe information we get in “secret” ways. It also depends, in part, on the government negotiator’s own lack of scruples and sense of fairness.

Of course, most government negotiators are above reproach and can be expected to treat all sides fairly. If this is true, as you’ll see, the tactic won’t fly. Here’s how it works.

You’re in a heavy sole-source negotiation with the other side and things seem to be going well. The only real issue ...