Jun 12, 2018

Insanity as a Negotiating Tactic

"In any kind of negotiation, the worst thing you can do is act reasonable. Reasonable people generally cave in to irrational people because it seems like the path of least resistance.

"The way fake insanity works in a negotiation is that you assign a greater value to some element of a deal than an objective observer would consider reasonable. For example, you might demand that a deal be closed before the holidays so you can announce it to your family as a holiday present. When you bring in an emotional dimension, people know they can’t talk you out of it. Emotions don’t bend to reason.

"So wrap your arguments in whatever emotional blankets you can think of to influence others. A little bit of irrationality is a powerful thing."

- Scott Adams