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says a consultant. “If someone wants to undermine your credibility or authority, they’re likely to do it in a way that’s so indirect you just can’t put your finger on it: They don’t include you in a memo; they don’t get back to you. And, since people don’t like confrontation – especially in the workplace – it’s easy to say, ‘Maybe I’m just being paranoid,’ and let it slide. That’s a big mistake. If you think you’re being played, you probably are. And, if they get away with it once, they’ll try it again.” Isn’t that comforting? You’re not paranoid. They really


are out to get you. Here are three common power plays and how to counteract them.


Stalling The Play: You pitch them the product and they sound interested – really interested. They may even say, “Sure, let’s do it”; but, when it’s time to sign the papers, mail the check, or sit down for final negotiations, they’re suddenly too busy to return your calls. The Counter: There’s always a chance the stall is innocent. Maybe they really are on a three-month trek through Nepal. If the other party knows you have a deadline, though, they may figure you’ll be more willing to negotiate in their favor as that deadline grows near. The longer they can hold out, the more desperate you’ll become.


“When someone originally seems hot for an idea and all SELLING POWER DECEMBER 2018 | 23 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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