Part 7 - Nothing is Agreed Until Everything is Agreed: A Defensive Strategy

Day 7 - Nothing is Agreed Until Everything is Agreed: A Defensive Strategy

Why This Matters:

In negotiations, it’s easy to get caught up in piecemeal agreements. The tactic of agreeing to small points along the way can seem harmless, but it can also be a trap. We’ve already discussed salami slicing, where small concessions add up to significant shifts—this strategy is a powerful way to stay ahead of slicers.

The Solution:

By adopting the stance that “nothing is agreed until everything is agreed,” you maintain control over the negotiation. This approach stops the salami slicers in their tracks, ensuring that every piece of the deal is considered in the context of the whole.

This strategy can be even more effective when combined with other tactics, such as putting a value on concessions. Whenever concessions are being discussed, it’s important to buy yourself time. If you know there will be multiple rounds of negotiation, ensure the other party understands that any concessions are contingent on other items on your list and will need to be revisited or handled together.

The Risks:

Without this defensive strategy, you might find yourself locked into concessions that, when combined, don’t align with your overall goals. This can lead to imbalances that could have been avoided if the full picture was taken into account from the start.

Everyday Example:

Imagine agreeing on the price of a car only to find out later that essential features aren’t included. By committing to “nothing is agreed until everything is agreed,” you protect yourself from these surprises.

Be On the Watch:

This is about being proactive. You need to go into significant negotiations assuming these tactics will be used, especially in new relationships. Stay aware of attempts to isolate and finalize small concessions. Keep the broader context in mind, and ensure that everything must be agreed upon as a package.

Questions to Ponder:

• How often do you find yourself agreeing to small points before the full deal is on the table?

• Have you ever felt boxed in by previous agreements when the bigger picture emerged?

Let’s discuss: Have you used this tactic in your negotiations, or has it been used on you?

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