The Hairy Hand technique is borrowed from Norman Rockwell. Flaws deliberately put into a proposition or presentation which can be easily detected by the other party. Designed to be discovered by one party to direct the discussion away from more vulnerable areas of the negotiation. Used to maintain greater control over the talks. Derived from portrait painter Norman Rockwell’s technique of putting too much hair on someone’s hand. His customers liked to find fault in his painting. The hairy hand would be discovered and he could correct it to make his customer happy. This technique kept them away from wanting numerous other changes to the painting.
By Bryce Smith|2022-12-09T20:38:33-05:00December 30, 2020|