A quick word on threats (and promises) in negotiating
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Negotiation theory isn't big on threats in general, and spends a lot of time talking about how to handle threatening behaviour, but that aside, how do you make a 'good' threat?
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In essence, there are three characteristics to aim for:
- proportionality
- credibility
- deliverability
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- proportionality
- credibility
- deliverability
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You need to match the threat to the situation; it needs to be something that sounds like something you do; and it's got to be something you actually do if your bluff is called
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(it's the same with promises BTW, just with nice things instead of bad ones)
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If you fail on any of the tests, especially the last one, then you badly compromise your capacity to make future threats/promises
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If you want a simple practical demonstration of this, go talk to the parent of a young child
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(or a nanny, for that matter)
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Any way, maybe of use for current (non-)developments in Westminster
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