AKA: Mystery Man, Revolving Door, Musical Chairs
Description: Another great group technique. You vary the line-up of your team during the negotiating process. New people join. Other people seem to change roles or attitudes. Can be cheesy and transparent, but it can also be very effective. Make sure this isn’t being done TO you.
Sample Usage (Alvin and Bob): "Uh, Hi. I was waiting to see Bob. Bob Clawson. I have a 2:30 appointment."
"Yes, Alvin, I'm afraid Mr. Clawson is detained by other business. He asked me to meet with you in his place. I'm Carl Stone, the head of operations at Clawson Tech. "
"Well, that's suprising."
"It's no problem at all. Mr. Clawson has briefed me in full. Now could I ask that we please discuss the situation regarding exclusivity of the designs you'll be doing for us? I'm not sure that we're all on the same page there."
Alvin sighed and prepared to explain - for the 4th or 5th time - his requirements about the use of his firm's intellectual property. "