The Bogey

Pretend an issue is critically important to you when it isn't — then "concede" on it later for something you actually want.

GeneralhardInformation

The bogey is a fake priority. Early in the negotiation you make a big show of how important issue X is to you, even though privately you don''t care. Later, when you need a chip to trade, you reluctantly "concede" on X in exchange for issue Y, which is what you actually wanted all along. The counterpart feels they''ve won a hard-fought concession; you''ve gained the thing you cared about at no real cost.

Example

Early

"Look, the warranty extension is non-negotiable for us. Our brand depends on it." (privately, you don''t care.)

Later

"Okay — I''ll drop the warranty extension. I shouldn''t do this. But in exchange, I need the timeline pulled in by two weeks." (timeline was the real goal.)

Counterpart

"Done. Thank you for the warranty concession."

When to use

Use it sparingly in distributive negotiations where multiple issues are in play, when you have a genuine secondary issue you can sacrifice, and against counterparts who keep score of "wins."

When NOT to use

Don''t over-use bogeys — sophisticated counterparts pattern-match and discount your stated priorities. Don''t bogey if discovery shows the counterpart will price-test the issue and catch the bluff.

How to counter this

Probe stated priorities: "Why specifically does that issue matter so much to you?" If the answer is vague or rehearsed-sounding, suspect a bogey.

Related dimensions

Information Control Tactical Awareness Creative Value

Practice drill

Identify a recent negotiation where you had a low-priority issue. How would you have used it as a bogey to gain on a high-priority one?

Practise this technique

When to use, when NOT to use, how to counter, and a practice drill — free forever.

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