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Tactical Tuesday:  The Big Lie (aka: The Showman)

Posted by Andrew Hupert on Aug 15, 2017 10:29:01 AM

AKA: Fake News, Conman, The Showman

 Description: The Big Lie is so over-the-top, so big, and so ludicrous that no sane person would say it unless there was some grain of truth to it. A Big Lie — “my team invented the Internet of Things” — isn’t supposed to be taken at face value. But the listener is supposed to believe that some percentage or degree is probably true.   You might respond, “Maybe his team didn’t really INVENT IoT, but he clearly has some expertise in the field,” when in fact there is absolutely no evidence to support that.

Sample Usage (Alvin and Bob): Once Bob was alone with David Simmons, the CEO of StorageWorld, he started his pitch. “Dave, I was on the team that wrote the first App and we’ve been pushing the envelope ever since. ClausTech was a pioneer in online applications when we started, and 12 years later we are still recognized as one of the world’s leading authorities on ecommerce systems.”

Intent: Start adjusting the agenda and positioning yourself as an expert.

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Topics: Tactical Tuesday, negotiating tactics, Cross cultural negotiation, big lie

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The headline and subheader tells us what you're offering, and the form header closes the deal. Over here you can explain why your offer is so great it's worth filling out a form for.


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