Calculated Irrationability
Feigned unpredictability — outbursts, walkouts, 'irrational' demands — makes a rational counterpart concede to avoid the risk; the tactic works because the sane party is the one who can be moved.
An everyday example
A buyer who explodes at each counter-offer until the seller stops countering.
What it can cost you
Conceding to volatility; treating theatre as risk; matching escalation.
Warning signs
- I am conceding to avoid a reaction.
- Their unpredictability is suspiciously well-timed.
One thing to do
Slow down, do not reward the outburst, and make your concessions contingent on theirs; if the behaviour is real, reduce your exposure rather than your price.
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