Negotiating for others? It'll go wrong.

What happens when you’re told to do something you don’t believe in?

You agree a price with a supplier.

It’s fair. Professional. You shake hands.

Then your manager says:

Now you’re stuck.

This isn’t just about money anymore.
It’s pressure, integrity, loyalty, and trust, all colliding in real time.

Welcome to the principal-agent problem.

In negotiation, we focus a lot on:

• Creating value vs claiming value

• Assertiveness vs empathy

But there’s a third tension—less talked about, more dangerous:

What happens when you’re negotiating on behalf of someone else?

You’re the one doing the work.
And your name is still on the line
But someone else is calling the shots.

Now things will break down

This tension shows up fast and quietly:

• You’re asked to reverse a promise because “it’s just business”

• You’re forced to choose between your values and your role

• You’re given vague authority, but judged on hard results

And when things go wrong, three parties lose:

• The principal, whose reputation is now at risk

• The agent (you), who feels morally compromised

• The counterpart, who no longer trusts either of you

You must think clearly when pressure clouds everything!

When logic gets blurry and pressure mounts, these 4 ethical checks bring clarity:

1. The Publicity Test
   Would I be okay with my actions printed, accurately, in tomorrow’s news?

2. The Universality Test
   Would I want everyone in my position to act this way?

3. The Trusted Friend Test
   Would I proudly tell my best friend, partner, or child what I did?

4. The Legacy Check
   Would I want this to be part of how I’m remembered?

Ask them before the conversation, not when it’s already too late.

So, before you even get to the table

If you’re the principal (leader, founder, client):

• Be clear on what’s negotiable and what’s not

• Choose agents whose style reflects your values

• Don’t reward tactics that damage long-term trust

If you’re the agent (negotiator):

• Get clarity: What authority do I have? What’s off limits?

• Flag conflicts early, before they become traps

• Don’t hide behind “I was just doing my job”

My final words

You're not a puppet.

And “I was told to” is not a legacy you want.

Negotiating for others comes with power, but also responsibility.

Your integrity doesn’t get outsourced just because your role did.

Get clear. Get aligned.
And never trade long-term trust for a short-term win.

See you in the next issue.
Until then, negotiate like it matters.

Your friendly negotiation alchemist
Scott