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Card #c1015IR // #c1015Synthesis

"Terms negotiated between a major city and its Hispanic community on municipal jobs were unacceptable to the mayor — until the agreement was withdrawn and the mayor was allowed to announce the same terms as his own decision, carrying out a campaign promise."

— In our words · Source: Getting to Yes (Roger Fisher, William Ury & Bruce Patton)

[Use when]

The other side agrees with the deal but cannot be seen agreeing with you.

[Why it matters]

The terms didn't change. What changed was who announced them and which past promise they fulfilled. Face is about reconciling the stand with past words.

More from Getting to Yes

#c1013"The Soviet Union finally agreed to three inspections. The United States insisted on no less than ten. And there the talks broke down —…Two sides are dug in on competing figures and nobody has defined what the figures mean. #c1014"Sadat flew to the capital of his enemies, a disputed capital which not even the United States, Israel's best friend, had recognized.…The negotiation is stuck because the other side's image of you makes agreement unthinkable. #c1016"The members of the committee adopted the rule that only one person could get angry at a time. This made it legitimate for others not to…A negotiation keeps derailing because anger is contagious and every outburst demands a reply.