The DENNIS Method - Combining Tactics with Timing creates Strategy
Day 13: Nurture Dependence - You Need Me, Brinkmanship
This tactic is all about creating the perception that you’re entirely dependent on the other party’s offerings. It’s especially powerful when it follows the “Do You Know Who I Am?” tactic.
The combination of these tactics is designed to make you feel small, insignificant, and inferior.
The message they’re sending is clear: They are important, and you are not. 😠
After asserting their authority with “Do You Know Who I Am?”, they follow up with “You Need Me” to reinforce the power dynamic.
The idea is to make you believe that without their involvement, your goals are unattainable.
They want you to feel that your success hinges entirely on them, pushing you to make unnecessary concessions out of fear of losing their support.
But here’s the reality: This tactic is a deliberate attempt to make you feel inferior, to create a sense of urgency and dependency that may not actually exist.
It’s a strategy to tilt the balance of power in their favor, making you more likely to agree to terms that don’t serve your best interests.
To defend against this, recognize it for what it is—an appeal to authority designed to make you doubt your own value. 💪
Remember, no matter how powerful the other party seems, you bring your own strengths to the table. Don’t let this tactic make you forget that.
Brinkmanship takes dependence to another level by pushing you to the edge, making you believe you have no choice but to agree.
This tactic is often employed when the other party is willing to destroy the relationship if they can’t dominate it. 💥
They’ll take negotiations right up to the breaking point, where the stakes are highest, and the pressure is on.
In practice, this can involve setting firm deadlines, making final offers, or even threatening legal action.
The goal is to create a sense of urgency and fear of loss, driving you to concede to avoid a worst-case scenario.
It’s a tactic that says, “Either you agree to my terms, or we both go down.” 😳
Brinkmanship can be as risky for them as it is for you, but regardless, if negotiations in a relationship become filled with ultimatums, it’s not enjoyable (hopefully) for either party.
Very rarely do clients have a second supplier lined up to simply replace you in an instant, but brinkmanship is a sign they are getting ready to do just that. 🚩
Recognize the signs and be prepared to respond strategically. Sometimes, the best defense is holding your ground and being prepared to walk away yourself.
Know your boundaries and be clear on what you’re willing to accept. If they’re willing to destroy the relationship, you need to be prepared for that possibility and decide if it’s worth continuing the negotiation.
Nurture Dependence is about positioning the other party as indispensable, but it’s essential to see through this tactic.
When you recognize it, you can counteract its effects by reminding yourself of your own value and strengths.
You don’t have to agree to terms that don’t benefit you, no matter how much pressure is applied.
In negotiations, power dynamics can shift quickly.
Stay aware, stay strong, and don’t let anyone convince you that you’re less important than you really are.
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