Salesmanship applied to foreign policy

There's an old salesman's trick that has worked effectively for decades and continues to work today.

I simply call it the "give it - take it back" technique. You start by giving someone something they might like to have. Then, you spend some time making them really want it. You detail all the benefits of your product, enhancing them every step of the way.

When your potential customer's mouth is really watering for your product, you regretfully take it away.

Let's say you are selling replacement windows. First visit with your customer to learn what they consider their problem... drafty windows; noisy neighborhood; windows that are hard to clean; windows easily opened from the outside; windows in need of constant maintenance. You agree that whatever they describe is, indeed, a major problem. Then you explain how your replacement window will completely solve that problem.

Together you have identified the customer's problem. Together you have solved that problem. Now it is time to withdraw that solution. You offer to measure your customer's windows, so you can quote them a price. You look at the first window, and your jaw drops. Suddenly you explain that you cannot replace their windows. Round top windows? Too costly to manufacture. Their window is too narrow. Their window is too wide. Their are any number of reasons that can sound plausible. You pick one.

Sadly you inform the customer you cannot help them. If you have done your job well, they are now begging for your window. You explain there is nothing you can do, but you are trying to think of a solution. It may take poring over your literature to come up with a slightly different design. It may take a phone call to your boss, to mine his brain for a solution.

Finally you "discover" a solution and with great joy you explain how this makes it even better because of this, and this, and that.

Now, mind you, it works as well in reverse. You might call it the acceptance of the lesser of two evils. You are managing a baseball team which is currently playing a tie game. Your opponent has a runner on third, and now their best hitter comes to the plate. This guy can smash the ball out of the park, which he does with regularity. Or, he can dribble a bunt down the third base line giving him time to race to first.

The lesser of two evils is the intentional walk. You put this guy on first, but without the RBI that would give them the lead.

Back to foreign policy. Vladimir Putin invades Crimea and annexes the peninsula into Russia. A clear violation of international law. This act causes a great deal of angst among Western nations. Then Putin masses huge numbers of Russian troops on the Ukrainian border raising fears of further Russian conquest. All sorts of sanctions are threatened against Russia.

Now, suppose Putin has a change of heart and withdraws his army from the Ukraine border. All those Western nations breathe a huge sigh of relief, and decide that they and Russia can again be BFF.

Crisis averted. Russia to stay out of Ukraine.

But, wait a minute... Russia keeps Crimea? (Thanks for the flexibility, President Obama!)