Idea Ripper // ArchiveCards: 1555 [Live] | Updated: 2026-10-14
Card #c1021IR // #c1021Synthesis

"The Mexicans had a strong interest not only in getting a good price for their gas but also in being treated with respect and a sense of equality… Rather than sell their gas, the Mexican government began to burn it off, and any chance of agreement on a lower price became politically impossible."

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

[Use when]

You are tempted to use leverage to squeeze a better number and the relationship has to survive the deal.

[Why it matters]

The U.S. Secretary of Energy treated it as a fight over money and blocked a price already agreed. Mexico wanted respect and equality too. It burned the gas off, and a lower price became politically impossible.

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. #c1015"Terms negotiated between a major city and its Hispanic community on municipal jobs were unacceptable to the mayor — until the agreement…The other side agrees with the deal but cannot be seen agreeing with you.