Cards on the table

Disciplines > Negotiation > Negotiation tactics > Cards on the table

Description | Example | Discussion | See also

Description

Tell the other side exactly what you want or give them information that they did not know before.

Explain why you are doing this, for example is because you trust them or because you are in a hurry.

Example

Look, I'll put my cards on the table. What I really want is...

I think I can trust you. The full story of why I need the ticket is that...

Sorry, the truth of the matter is that Mike says I have to do this.

Discussion

In card games, putting your cards on the table is showing others exactly what you have.

When a person 'puts their cards on the table' they are asking the other person to believe them. By using such a gesture and also talking about why they are doing it, they are asking the other person to accept that they are being trustworthy. Which they may not be, of course.