As anyone following politics is well-aware, Donald Trump has made a habit of staking out aggressive negotiating positions. Whether it’s insisting that Mexico will foot the entire cost of a wall or suggesting that he might entertain nuclear retaliation against ISIS, Trump seems unafraid of making the first offer, and making it aggressively.
In that sense, he’s following the advice in one of my earlier posts, as aggressive first offers can often make life more negotiable. And I’m sure it’s because he carefully studied that post.
Yet, Trump has also made a habit of coupling his first offers with other, more curious and less comprehensible tactics. In this post, I’d like to highlight what they are, advising you to stay away from them if you’re using the first offer to make life negotiable:
- Calling it a tactic. Aggressive anchors work, in part, because they convince the other side you mean business—that you might actually have a plan to strong-arm the Mexicans or nuke the Islamic State. But that’s only when you avoid suggesting you don’t. Shortly after making each of the first offers above, Trump labeled them negotiating tactics, implying that he didn’t really mean what he said. For example, he followed the nuclear comment by saying: “at a minimum, I want them to think maybe we would.” If you’re going to make a first offer, say it like you mean it and don’t call it a tactic. Otherwise, you look weaker than if you hadn’t made the first offer in the first place.
- Waffling. Trump has the habit of staking out an aggressive position on one talk show, saying the opposite on the next talk show, then going back to the initial position on the third talk show. For some humorous examples, see this Washington Post article. As I’ve said in a previous post, there’s nothing inherently wrong with changing your mind when the situation demands. But reversing most of the aggressive positions you take when nothing has changed suggests confusion, at best. If you’re going to make a first offer, don’t make the second offer; and if you do, don’t make it the opposite of the first offer.
- Overshooting. As I’ve said before, the best first offers are aggressive but realistic; they are not outrageous, as outrageous offers just drive the other side away. So when you offer to simultaneously deport 11 million illegal immigrants, that probably doesn’t convince your potential negotiating partners in Congress you’re serious. It makes them laugh (or cry). If you’re going to make a first offer, try to make one that the other side finds just slightly unacceptable, not completely unbelievable.
I’m not a billionaire, nor on the cusp of becoming president. So, let me be measured in my critique and admit that there may be a method to his maneuvers, insofar as they make him look unpredictable. But if you’re planning to make the first offer, I wouldn’t necessarily suggest you adopt his approach. Instead, make a confident, consistent, realistic first offer that the other side will probably take seriously.