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Card #c1030IR // #c1030Synthesis

"Each time the British thought they had an agreement, he would say, 'Yes, agreed, but there is still one small problem.' And the small problem would turn out to be a £10 million cash advance or guaranteed jobs for dockyard and base workers for the life of the contract."

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

[Use when]

Every agreement you reach sprouts one more demand.

[Why it matters]

Malta's prime minister timed escalating demands for the moment Britain thought it was done. Name the tactic, take a break, and return insisting on principle. Never reward the nibble with an impulsive concession.

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.