CHAPTER 13
Countering Personal Strategies HOW
TO
GET
THE
UPPER HAND
starts off as a proactive process, but it must also have the ability to become reactive to new information. This information may be technical, political, legal, financial, or even personal in nature. Many times, it takes the form of unforeseen tactical moves or strategic changes by counterparts. Inflexible strategies and static tactics can only be used by the strongest buyer/ investors and even then are subject to defeat by nimble opponents. Planning strategy is subject to the vagaries of guesswork, and we can all only hope to make the most educated guess possible. The only thing worse than having chosen an incorrect strategy is the refusal to admit that it needs correction. Often, the refusal to change is egobased; at other times, when it becomes obvious that the game has changed, it’s a lack of backup procedures.
GOOD STRATEGY ALWAYS
How To Counteract AGGRESSIVE
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Use the opponent’s belief in their own strength against them. They can be enveloped during their headlong rush or allowed to dissipate their energy against an immovable object. Aggressive stylists attack frontally and generally, they lack guile. C O U N T E R S T R A T E G I E S : Compliant, Impassive, Indulgent, Secretive, Deceptive, Theft.
COMPLIANT
■
The compliant stylist proceeds with the belief that the opposition is unaware of his intentions until the trap is sprung. This style can be derailed by changes to the agenda or the simultaneous discussion of all important issues. C O U N T E R S T R A T E G I E S : Pragmatic, Secretive, Stern, Brinkmanship, Theft
PASSIVE
■
This technique requires that the opposition reveal their plan in detail with little revealed by the Passive stylist. Becoming demanding counterparts and insisting on speedy proceedings can expose and dilute this style. C O U N T E R S T R A T E G I E S : Aggressive, Exploitive, Fleeting, Intimidating
IMPASSIVE
■
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The Impassive, especially buyers, try to convince their opponents that they are hiding something. The inscrutable founder in an atmosphere of openness. Ask questions, demand answers, hold the agenda hostage. C O U N T E R S T R A T E G I E S : Pragmatic, Brinkmanship, Overwhelming, Technical
