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Tactical Tuesday:  Call His Bluff (aka: I Dare You)

Posted by Andrew Hupert on Sep 5, 2017 9:16:20 AM

Call His Bluff  AKA: I dare you, the reveal, put up or shut up.

Description: Sometimes you have to call. Stay calm, don’t escalate the tension, and make sure it stays his choice. “If that’s what you feel you have to do, then that’s what you’ll do.”

Sample Usage: David Simmons leaned across the table and locked eyes with Bob “The Bear”, and - for the second time in 10 minutes - announced,

“There’s another software firm that StorageWorld could use to design the site. That’s all I’m saying.”

Bob considered for a moment, and then calmly said, “Use them then.” Simmons cocked his head and slowly sat back in his seat. Alvin started stammering something as he thumbed his phone frantically, but Bob gestured for him to shut up and calm down. Then he continued.

“Seriously, Dave, if you think you can get a better deal by starting over again with someone new, go ahead. And just know – there are no hard feelings. But when you call us back in 8 weeks to get your project back on track, it’s not going to be any cheaper or any quicker. Of course you have other options – and so do we. But rushing to meet arbitrary deadlines when we aren’t even breaking even is no way to do business.”

Simmons sighed, and seemed to ponder a new situation.

“Ok, Bob. I’m sure we can work something out. Let’s all talk it through over lunch.”

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Topics: negotiating tactics, killer negotiating tactics, Bluff, call his bluff

Tactical Tuesday: Bluffing (aka: Business Lying)

Posted by Andrew Hupert on Aug 29, 2017 10:49:19 AM

AKA: Lying. Negotiating in bad faith, B.S.

Sample usage (Alvin and Bob): Bob was speaking to Alvin. “Listen, Alvin – this deal is yours to win or lose. Personally, I’d like to continue working with you. But I’ve got another team that wants in…” Bob knew that Alvin knew that Bob was lying. It didn’t matter, though, because Alvin was twitchy. Even the possibility that he could be replaced made him nervous.

 Intent: Misinformation. Tactical lying. Can be positive (“This opportunity is a game changer – it will literally change the way the game is played. Literally.”) or negative (“Take it or leave it. I’ve got lots of other state monopolies that want my products”) .

Style: Competitive or Accommodative. Bluffs work on the extremes – they bump up a competitive claim, or slow down an accommodator’s descent.


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Topics: Tactical Tuesday, Tactics, bluffing, Bluff, bluffer

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