The Anatomy of a Negotiation

When two sides need to come together, the first step is to make sure both sides are sitting down, negotiating in good faith.

Failing this, a bad faith negotiator can simply prolong a negotiation by waiting for you to make your first offer, and then shift expected outcomes to their favour.

In the matter of tariffs, Trump has not demonstrated good faith. He is ripping up a five year old agreement that he previously endorsed. His desired outcomes change by the day. Something about border security, maybe making Canada the 51st state, allowing US banks to operate in Canada, or something about evening the trade deficit. His outcomes are clearly too vague to draw this to a close, but achievable enough to give him a win.

The first phase of a negotiation is ensuring that both sides are willing to negotiate in good faith. You don't assume they are negotiating in good faith when they are making spurious threats. Quite the opposite, in fact.

Trudeau made offerings to Trump to secure a 30-day reprieve. A lot can happen in thirty days, and this pause helps Canada. But we didn't walk away with a clear, objective set of things that must be achieved in order to put this behind us.

We likely offered something to the US administration without them showing us the resolution. And we can expect to do this a few more times, under threat of economic immolation.

And they clearly haven't agreed to stop referring to us as a 51st state, even though we are finally taking greater responsibility for border control.

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