How Egypt pulled the “Walk Away” on the Louvre Museum
Earlier today I was wondering how Zahi Hawass, the secretary general of the Egyptian Supreme Council of Antiquities, was doing in his quest to retrieve stolen Egyptian antiquities from various museums around the world.
You’ve seen the guy. He’s the one all over National Geographic Channel and History Channel – opening tombs and giving tours of the Sphinx…he’s the guy with the hat.
Last I heard, he had boldly – brazenly – given the Louvre Museum a “take it or leave it” ultimatum and meant it. As the Louvre waffled in indecision, Hawass pulled the “walk away”.
He canceled a lecture to be given in Egypt by a Louvre Egyptology expert, suspended Louvre’s excavation in the massive necropolis of Saqqara (near Cairo) and effectively cut all ties to the Louvre – overnight, just like that. Ballsy indeed!
The Louvre gave in to his demands almost immediately and as of recent news, Egypt will be picking up their stuff on Nov. 20th.
http://news.bbc.co.uk/2/hi/middle_east/8352325.stm
Having set an incredible precedent with one of the most renowned museums in the world, Hawass is now targeting other museums that house potentially stolen artifacts. One of his next ventures is to get the British Museum to part with the Rosetta Stone.
Like him (and his tactics) or not, guy doesn’t play around when it comes to negotiation. He gets what he wants!
Hawass had Egypt and its wonders as leverage for this particular negotiation. He had the government behind him and probably a good plan for re-entering the negotiation if his tactics failed. Sometimes the response to “take it or leave it” is not so willing.
When using powerful tactics like these, you must have leverage, be congruent with your purpose, confident in your research, and willing to walk away.
Take It Or Leave It
“Take it or leave it” is a phrase that is highly likely to destroy rapport and cause tempers to flare. That is why it is often disguised as “I’m sorry, I just can’t come down any more on the price” or posted price lists (like at the grocery store). Anyone using this tactic must be able to back it up with a good explanation.
The Dodge
Not knowing what Hawass’s actual authority is within his government, he could have used the Dodge. Since he “does it for the sake of Egypt”, this is a real possibility.
When you use the Dodge you are actually using a “take it or leave it” stance with a caveat. First, you explain that some other force outside of your control (procedures, the bank, your spouse, the schedule) has placed a limitation on your ability to bargain any further. Then you ask for their help in solving the issue.
For example: “We really love your offer but…we only have ___time/my boss says I have to ___/our procedures dictate____. If you could help us solve this issue, we’ll be closer to a deal”
This is the kinder and gentler version of “Take it or Leave It” and it is not usually perceived as an affront.
BATNA – Best Alternative To Negotiated Agreement
Always consider your BATNA. Evaluate your current position and your alternatives. In doing this, decide the following:
What is our BATNA? Are you willing to walk away? What are the chances of “just barely” making a profit in the end – or worse, losing money? Under what circumstances is that acceptable?
Is there other value to bring in to the negotiation?
What are the alternatives?
Impasse/Deadlock
Deadlock does not necessarily mean dead. It means that there is more work to be done.
If you have established rapport, negotiated in good faith, intelligently discussed the issue, and focused on building lasting relationships and a win-win for both sides, it will be easier to pause negotiations and resume them at another time.
Here are some ways to deal with impasse:
Take a break – go walk around
Change the topic – sports, movies, fishing, vacations
Change the scenery
Ask “what if” – we changed the specifications…
Suspend negotiations pending more information
These are just a few things to think about. The ability to walk away is always the ultimate leverage – people use it every day and it is a time-tested negotiation tool. How do you react when it is used on you? Do you notice when it happens? Hopefully you will now.
Remember: no deal is better than a bad deal.
Be The Ninja,
Nancy