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He who says he hates the state simply doesn’t know how to cook it

Thanks to Bitarkh for the idea of the article

There is a fairly common negotiation strategy that I know as the Napoleon principle: ask for the impossible, and you will get the maximum. I can’t speak for Napoleon, but today it is practiced, for example, by Trump, and it is also loved by various terrorists who have taken hostages. This strategy is good, but it has one small flaw: it only works when applied from a position of strength. Therefore, when some political activist comes forward with maximalist demands addressed to the state, the first thing I do is calculate what they can threaten if the demands are not met, and usually, I immediately get bored. Empty demands are ignored at best, and punished at worst.

If your negotiating position is weak, it is far more appropriate to apply the opposite strategy, which could be called the “porridge from an axe” strategy, because it is well illustrated by this fairy tale:

A soldier was returning home from war and asked an old woman for a place to stay for the night. She let him in. He asked for something to eat, and she replied that she had nothing herself. Seeing an axe, he said: light the stove, bring the pot, we are going to cook porridge from an axe. She was surprised and did as requested. The water boiled, the soldier tasted the water and asked for salt. Then for grains. In different versions, there were other requests for ingredients; finally, the porridge was enriched with butter, served on the table, and eaten with appetite. As for the axe, the soldier either took it with him to finish cooking and eating, or left it with the old woman along with similar instructions.

If the Napoleonic strategy is used by terrorists who have taken hostages, then “porridge from an axe” is used, conversely, by the negotiators who talk those terrorists into submission. The strategy boils down to gradually wheedling out small concessions, and it is based on the assumption that the second party will incur costs not only from fulfilling the request, but also from refusing it. Another assumption is that the second party must have a larger goal and must believe that a series of small deals leads them toward that goal. If the soldier had not lured her with the promise of porridge from an axe, but simply asked for access to the stove, firewood, water, a pot, salt, and so on, he would have received a firm refusal somewhere at the salt stage, as in, “boiling water is enough for you.” Similarly, a terrorist will release hostages bit by bit if he is convinced that this advances him toward his stated goal, and not simply because he was asked.

In negotiations with representatives of the state, it makes sense for libertarians to use exactly this strategy. That is, one needs to find out what goal a specific official is pursuing, and then begin offering them small steps that should lead them toward that goal in exchange for giving up positions on some things that are not principled for them.

We will develop this topic in the next article.