Part 11: Demonstrate Value - Do You Know Who I Am?

Day 11: Demonstrate Value - Do You Know Who I Am?

Continuing our exploration of the DENNIS system, today we focus on Demonstrate Value—specifically the tactic “Do You Know Who I Am?”

This tactic actually inspired this entire series. Throughout the past several years, including the past month or so, I’ve met with suppliers, prospective clients, and even prospective employers. A common theme in these discussions? Their negative experiences working with large corporations—particularly Walmart.

One of the most frequently mentioned phrases was “Do you know who I am?” or “Listen, we are Walmart.” This wasn’t just a negotiation tactic; it was more of a strong-arm approach used to assert dominance and push deals through. The message was clear: comply or face the consequences.

What’s telling is how often these same suppliers or clients were actively trying to distance themselves from Walmart. They weren’t just looking for better deals—they were looking for better relationships. The appeal to authority, masked as a negotiation tactic, was a red flag.

While social proof can be a positive way to demonstrate value, it can also be manipulated. Social proof is powerful, but it can also be bought. If someone is using “Do you know who I am?” to coerce you into business decisions, what are the odds their “social proof” isn’t also the result of “Do you know who I am?”

Keep in mind the power imbalances that can occur between those providing references and those being referenced. You should always do your own research on a potential seller or buyer before they try to control the narrative.

“Do you know who I am?” is an appeal to authority, and if that’s how the negotiation starts, you need to keep an eye out for other potentially abusive tactics.

Let’s stay vigilant and remember that real value isn’t just about who you are, but about what you bring to the table.

#NegotiationTactics #DENNISsystem #BusinessStrategy #CorporateNegotiation #EthicalNegotiation #PowerDynamics #SocialProof #Leadership