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Madness and the Delicate Art of Exercising Power in Negotiating

Unpredictability can be an asset in making people do what you want as a leader and a negotiator. In October, 1969, the Nixon White House indicated to the Soviets that the “madman was loose” as the U.S. military ostentatiously flew bombers packed with thermonuclear weapons near the Soviet border for three consecutive days.

via Madness and the Delicate Art of Exercising Power in Negotiating | INSEAD Knowledge.

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