Lesson 1: Powerful Movers of Value

The Columbo Tactic: Ethical or Manipulative?

In negotiations, timing is everything. ⏰

The “Columbo” tactic plays on this by introducing a critical piece of information at the very last moment—right when the deal seems ready to close.

It’s like the detective who’s just about to leave the room but turns around with a casual, “Oh, just one more thing…”

Is this Ethical?

Is it fair to hold back information until the end, knowing it could dramatically alter the negotiation’s outcome?

Some might argue it’s strategic, while others could view it as manipulative.

Does this tactic build trust, or does it undermine it? 🤔

Corporate Example:

Imagine a company is negotiating a massive partnership based on shared values and goals, including a commitment to reducing world-altering emissions.

Everything seems agreed upon, and then, at the very last minute, the company casually mentions, “Oh, one more thing… we aren’t actually implementing those emissions goals just yet.”

Suddenly, what seemed like a sustainable partnership now raises significant ethical concerns. This last-minute reveal can shift the entire deal’s foundation.

Everyday Examples:

We might unknowingly use the Columbo tactic in everyday situations.

Think about the last time you were about to finalize a decision, and then added a small but significant point at the last minute.

Did it change the other person’s perspective? Was it a necessary detail or a deliberate move to gain an advantage?

Could It Be Used Against You?

Consider when someone else might have used this on you—perhaps after you thought everything was settled, they dropped a final detail that made you reconsider.

How did it feel? Did it change the deal? 😬

Questions to Ponder:

• Is holding back key information until the end of a negotiation just good strategy, or does it cross an ethical line?

• How can we differentiate between strategic negotiation and manipulative tactics?

Let’s discuss: What’s your take on the Columbo tactic? Is it a clever move, or does it risk damaging long-term relationships?