The Architect’s Lions
A successful and highly respected architect recently died. His reputation among other architects was outstanding; not only for his designs, but because he always seemed to get those designs approved by clients with a minimum of fuss, no matter how outlandish or strange they might be — or even if they seemed to go against the client’s original wishes.
As he lay dying, the architect at last passed his secret on to his friends and colleagues. He said:
“No matter what the design called for, I always ensured that in my original plans, there were two stone lions in the foyer. Two enormous, expensive stone lions. Not ugly, not inherently bad, but nevertheless unsuitable, and horribly out of place.
“I made sure the client knew that I considered the lions essential to the harmony created by the building, or that they were symbolic of… whatever the hell I wanted them to be symbols of. I always brought any argument on the building back to the lions. Whatever the debate, no matter what else the client might object to, the lions were staying.
“And soon enough, the only thing that mattered were the lions. Every conversation, every argument, every negotiation was about the lions. Finally I’d give way, reluctantly agreeing to the client’s wishes… and they were so glad to be rid of the damn lions, the rest of the plans were approved without change.”
Of course, there was no architect. This is not a true story. It’s a tale designed to teach an old negotiating tactic, one that’s very effective… and is increasingly used by politicians.
They propose several things, all of which are terrible; but they make such a fuss about one in particular, making sure any opposition is entirely focused on it, that when they finally back down on that one proposition, the others are allowed to pass without so much as a headline.
Don’t be distracted by the architect’s lions.
Antony Johnston
antonyjohnston.com | @antonyjohnston
(The Architect’s Lions tactic was originally explained to me by Lee Barnett, who summarises it here)
