When negotiating, the goal of the negotiation is to be the person on the offensive. Being on the offensive puts you in control of the dialogue. It's "Dealing 101", and here's how it works:
All any negotiation is is the opportunity to find a solution for an argument. In a perfect world, there would already be common ground, but that's not always the case. If you want more negotiations to go "your way", it's simple to accomplish.
Follow me over the fold and I'll explain it:
For the sake of discussion, let's say we're arguing over the price of a car. You must decide exactly what the car is "worth to you." This is the price that above which you will walk away from the deal. Once negotiations have begun, you must be FIRST to issue the ultimatum. Here's how, and what to do: Say, "I'm willing to give you $17,500 for the car, as long as you throw in floor mats." THEN SAY NOTHING!!!!! SAY ABSOLUTELY NOTHING. And SAY NOTHING for as long as it takes for the other person to speak. RESIST the urge to open your mouth. If you can do it, remain calm, stoic and look the person in the eye. HE WHO SPEAKS NEXT LOSES. Why? Because the ultimatum is NOT the negotiation. Negotiations begin only after the ultimatum has been delivered, and you're the party dictating the exchange of information. The ultimatum determines who is on the offensive, and who is on the defensive. If you're successful with your ultimatum, and you say nothing, and the car salesperson says, "Well, I can't take $17,500, can you go $18,000", they are now on the defensive." Your response then would be, "Well if you're not willing to entertain my offer, I respect your honesty." You may have to WALK, but you're in control of the dialogue. If they say ANYTHING other than that, you've won. But if DURING THE SILENCE, you get nervous, and you say, "I mean it, I can't go a dollar more than $17,500", then YOU are on the defensive, and you're going to lose. Don't kid yourself about negotiating. If you're not on the offensive, you're not in a position of strength.
How on earth does this related to the Republicans? Simple. They issue the ultimatum first. Simply put, they lie first. No matter how freaking ridiculous it is, no matter how incredibly hypocritical, no matter how egregious or wrong. And that lie, that ultimatum, puts our guys on the defensive...even when it ought to outrage the American public, and sway people toward our cause. It doesn't, all THEY hear is who is on the offensive, and who is on the defensive. Who "sounds" like they're telling the truth, and who sounds like they're making excuses.
Case in point, check out this article from FOX News:
September 8th, 2008 4:46 PM Eastern
Palin Hits Obama on Earmarks
by Shushannah Walshe
Lee’s Summit, Mo.—
Governor Sarah Palin went after Barack Obama today for requesting earmarks while she touted her own budget cutting record at a rally here.
In front of several thousand inside the John Knox Pavilion and with an over flow of more than another thousand, Palin said she slashed Alaska’s budget, "I came to office promising to control spending by request if possible, but by veto if necessary. Today our state budget is in control we have a surplus. We put a veto pen to nearly half a billion dollars in wasteful spending."
She then went on to attack Barack Obama for accepting earmarks for Illinois, "In just three years our opponent has requested nearly 1 billion dollars in earmarks. That is about a million dollars for every working day," Palin said. "So we reformed the bases of earmarks in our state and I’m ready to help President John McCain end these corrupt practices once and for all."
Do you see my point? It's utterly ridiculous that Palin, Queen of the Earmarks, is pushing this as a talking point, but that's the beauty of it. She'll turn her weakness into a strength by making Barack and Joe defend themselves. And it won't matter to the average low-information voter. She beats them to the punch with the lie, the ultimatum, and forces them to defend. It's a smart strategy. They've already done it: Barack is an elitist, remember? And how will Obama's retort be viewed by the Average Joe? "I'm not an elitist, you are." Get it?
So why hasn't our candidates pounded them on this stuff? Are they afraid of being called sexist? Are they afraid of getting off the talking points of "McCain/Palin = Bush/Cheney". Good grief. We're going to have to do better. The Republicans are going to eat our lunch between now and November 4th. We're going to have to issue our own ultimatums, and we're going to have to quit going easy on the Old Man and the Flea.
We don't have to lie, we only have to be willing to call their lies what they actually are, LIES...and to tell the truth on everything else. But I swear to you, if we let this go, next time it'll be "Joe Biden has never even been on a train. That crap about him riding home to Deleware every day is a story made up to make you think he's a normal guy." Just watch.