...Why Strategy Must Be Practised, Not Just Trusted

The current noise around Trump tariffs, global negotiations and political manoeuvring—particularly between the US and China—has sparked a lot of commentary online.  But what’s missing from much of the discussion is a grounded, practical lens:

"What should we actually do about it?" 

Not just as individuals watching from the sidelines, but as professionals leading businesses through uncertain times. At The Negotiation Club, we don’t believe in waiting for the dust to settle—we believe in preparing to act. But can we unpack some of the dynamics at play, challenge the idea that “strategy will somehow reveal itself,” as well as reinforce the critical need to practice, simulate and play it out. Because in negotiation—as in life—confidence comes from preparation, not prediction.

Trump Tariff Negotiation Gaming

There’s been a flurry of debate recently surrounding tariffs, negotiations and political posturing—particularly in relation to the US and China. One response I saw stood out:

“Play it out if you’ve ever negotiated anything (and yes, you have!)” (Patrick Aylward)

It’s a great point. But it’s one that deserves deeper consideration, because “playing it out” isn’t just a fun thought experiment.... it’s an essential activity that many individuals and organisations fail to do. And when they don’t, the costs can be significant.

Practise Makes Confident

At The Negotiation Club, we live and breathe Practice-Simulation-Scenario testing. We play it out over and over again—not because it guarantees perfection, but because it prepares us for uncertainty.

When we see governments and large organisations reacting to global trade negotiations with vague soundbites like “trust in the leader’s instinct,” we can’t help but feel uneasy. Strategy isn’t instinct alone. It’s a skill. One that must be tested, tried, challenged and adapted.

And yes—it’s exactly how chess is played... Not one move at a time, but with:

• Foresight.
• Anticipation.
• Understanding the implications of the move you make now… on the one you’ll be forced to make five moves later.

Side note: I play chess every Wednesday at the Castle Inn in Warwick. It’s more than a hobby—it’s a ritual of thought. And the parallels with negotiation are striking. Just like in a negotiation, a moment of pause can shift everything. You don’t win with your first move. You win by thinking ahead and reacting with purpose.

 Try a FREE NEGOTIATION TASTER to practice your skills!

CLICK Here to try...

The False Choice – “Call or Wait”

In the same discussion, the question was raised:

“If you were China would you call Trump or just wait and see?” 

Framing it as a binary choice misses the point. No country—least of all China—is taking a passive stance. Strategic Silence is not inaction. It’s often a deliberate choice grounded in complex political, cultural, and economic calculations.

The idea that China will suddenly call Trump to re-enter tariff talks seems far-fetched.

During the first Trump administration, they appeased certain demands (like granting long-sought trademark approvals), but those were transactional. The landscape is different now. And if conversations are happening, they’ll be behind closed doors—leaving the rest of us in a kind of ‘limbo’.

And that’s where the danger lies. Limbo is not a strategy... It’s a vacuum!

For businesses, it’s a vulnerable place to be—especially if we’re not actively preparing for the ripple effects.

Trump Being First – Negotiation Strategy vs Negotiation Ego

Another key question was asked:

“Is it an advantage to be the first to act?”

That depends entirely on your motivation. In negotiation, ego is always present—but when it takes over, strategy disappears. And when someone is used to the spotlight... when life has been shaped by celebrity, power, and performance... the ego demands to be fed!

This is why we see dramatic pronouncements, public ultimatums and self-aggrandising claims about “all the countries calling to negotiate.” It’s not about diplomacy.... It’s about DOMINANCE!

And just like the dangerous chase for social media likes, shares, and viral outrage, this kind of behaviour can go too far. We’ve all seen it—people pushing boundaries just to keep attention, only to find themselves in legal or reputational jeopardy. The same psychology applies here, but with far more serious global consequences.

What Should Businesses Do?

We must game it out.... We must practise!

If you’re a business leader, a procurement director, or part of a strategic team—this is where you earn your keep.

You shouldn’t be passively watching the headlines. You should be testing scenarios, planning your responses, and preparing your teams for shifting dynamics.

At The Negotiation Club, we’ve always believed that negotiation is not about theory. It’s about doing the reps—just like you’d train a muscle. Play out your negotiations. Build scenarios. Get uncomfortable. Learn where you trip up. Learn where you shine.

Because when leadership is driven more by personality than policy and when outcomes are uncertain, confidence comes not from hope—but from practice.

 Try a FREE NEGOTIATION TASTER to practice your skills!

CLICK Here to try...