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Let the Ga


prospects an who play po


How to KIM WRIG Y


ou know the type. Power guys with fancy cars, private jets, Rolex®


watches, McMan-


sions…a gaggle of gorgeous young secretaries. Or power gals with $5,000 designer


handbags, cowering assistants, livery drivers at their beck and call, steely gazes, and always in a meeting. She’ll have her people call your people. He’ll see you in two hours – maybe.


22 | DECEMBER 2018 SELLING POWER © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Is there anything sadder – or more obvious – than a passive-aggressive power play? “Throughout history, there have always been very specific ways that people signaled their power,” says an expert on the power game. “People used to run late, for example, as a way of making sure you understood that their time was more important than yours.” Being late – like illicit Cuban cigars and bimbo secretar- ies – may have fallen out of favor, but power plays are still with us. They’ve gotten so subtle that you may not even realize when they’re being used against you, but that doesn’t make them any less effective. “Modern power plays are often passive aggressive,”


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