Navigating Negotiations with a Volatile Leader Lessons from the Gordie Howe Bridge Case

Rose-Marie Boylan BSc. Master's in Leadership Studies: The application of my thesis developmental & humanistic psychology stage progression model to effective negotiations.

Negotiating with a leader known for volatility and threats can feel like walking a tightrope. The recent example of Donald Trump threatening to block the opening of the Gordie Howe International Bridge offers a clear case study on how to handle such situations. This post explores the best practices in negotiating with a leader who uses intimidation, threats, temperamental fits, deceit and divisive tactics to sabotage partnerships. It also highlights how Mark Carney, then Canadian Ambassador to the UK and former Governor of the Bank of Canada, used facts and a calm approach to defuse tensions, focusing on the shared benefits of cooperation between Canada and the United States.

Understanding the Gordie Howe Bridge Dispute

The Gordie Howe International Bridge is a major infrastructure project connecting Windsor, Ontario, and Detroit, Michigan. It represents a critical trade link between Canada and the US, facilitating billions of dollars in commerce annually. Canada took the lead in funding and building the bridge, investing heavily in resources, materials, and labor.

Despite this, former US President Donald Trump publicly threatened to block the bridge’s opening, citing concerns over trade and border security. His threats created uncertainty and risked delaying a project that benefits both countries.

How Canada Invested in the Gordie Howe Bridge

In dealing with a counterpart that knowingly cites deceitful information to hammer his point, stick to the facts and keep repeating. In Cialdini's book on Weapons of Influence "Consistency" is one of the most powerful methods of influence in psychology. Canada’s investment in the Gordie Howe Bridge was substantial and concrete:

• Financial Commitment: Canada committed approximately CAD 3.5 billion to the project, covering design, construction, and maintenance.

• Resources and Materials: Canadian companies supplied a significant portion of the steel, concrete, and other materials used in the bridge.

• Labor: Thousands of Canadian workers were employed throughout the construction phase, supporting local economies in Ontario and beyond.

  
  

By contrast, the US contribution was more limited, focusing mainly on customs and border infrastructure on the American side. This imbalance became a key point in negotiations and public discussions.

Mark Carney’s Approach to Defusing Tensions

Mark Carney’s response to the threats was a textbook example of effective negotiation with a volatile partner. Instead of reacting emotionally or escalating the conflict, Carney used a stolidly calm, fact-based approach:

• Highlighting the Investment: Carney emphasized Canada’s significant financial and labor investment, making it clear that Canada had a strong stake in the project’s success.

• Focusing on Mutual Benefits: He pointed out that the bridge would enhance trade efficiency, reduce border wait times, and create jobs on both sides, benefiting the US economy as well.

• Using Clear Facts: Carney cited specific figures and timelines to demonstrate that the project was well underway and that delays would harm both countries.

• Avoiding Personal Attacks: He maintained a respectful tone, avoiding inflammatory language that could provoke further threats or divisiveness.

  
  

This approach helped shift the conversation from confrontation to cooperation, reducing the risk of sabotage.

Lessons for Negotiating with Volatile Leaders

The Gordie Howe Bridge case offers several practical lessons for anyone dealing with a leader who uses threats and divisive tactics:

1. Prepare with Solid Facts and Data

Know your numbers and be ready to present them clearly. Concrete facts about investments, timelines, and benefits create a strong foundation that is hard to dispute.

2. Focus on Shared Interests

Identify and emphasize the mutual gains from cooperation. Even volatile leaders respond better when they see how a deal benefits them as well.

3. Stay Calm and Respectful

Avoid escalating tensions by responding calmly and respectfully. Emotional reactions can fuel further threats and sabotage.

4. Communicate Clearly and Consistently

Keep your message simple and consistent. Repeating key facts and benefits helps reinforce your position and reduces confusion.

5. Anticipate Threats and Prepare Responses

Expect attempts to intimidate or divide. Prepare for possible use of deceptive counterattacks in media to damage your reputation to intimidate you. Prepare responses that redirect the conversation to facts and shared goals.

Benefits of Cooperation on the Gordie Howe Bridge

The Gordie Howe Bridge is more than just a physical structure; it symbolizes the importance of cross-border collaboration. The benefits include:

• Trade Efficiency: The bridge is expected to handle up to 30,000 vehicles daily, reducing congestion and speeding up the flow of goods.

• Economic Growth: Both Canadian and US workers benefit from jobs created during construction and ongoing maintenance.

• Security Improvements: Modern customs facilities on both sides improve border security while facilitating legitimate trade and travel.

• Strengthened Relations: The project reinforces the partnership between Canada and the US, showing that cooperation can overcome political challenges.

  
  

Moving Forward with Confidence

Negotiating with a volatile leader requires patience, preparation, and a focus on facts. The Gordie Howe Bridge case shows that even when faced with threats and divisive tactics, a calm, fact-based approach can protect important partnerships and advance shared goals.