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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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