Divide and conquer

Disciplines > Negotiation > Negotiation tactics > Divide and conquer

Description | Example | Discussion | See also

Description

Cause confusion in the enemy camp. Get them at each other's throats so they pay less attention to fighting you, for example by paying more attention to one person or one group than another or sowing false information.

When they are arguing amongst themselves, propose solutions that the key people will accept and which will support their internal negotiations.

Example

A side member of a negotiating team spends time with some of the younger members of the other side whilst the main negotiations are going on elsewhere. In their discussions, they touch on how the ideas from these bright young people are being ignored by their superiors.

A negotiator and a colleague talk about how one person on the other side is more successful than another. They know that they are being overheard and their talk is designed for the listener.

A negotiator hints in an aside to the other person how one solution will allow them to win some of their internal battles.

Discussion

If you can get the other side to take their eye off the ball then you can consequently gain control of the proceedings.

When others disagree with one another, then one may well take your side in order to win points against their internal opponents.

This, of course, is a hazardous strategy which can backfire if they discover what you are doing. To succeed, it must be executed with great care and finesse.