Leverage Illusion Display
Performed signals of alternatives — name-drops, 'other offers', casual mentions of competitors — without evidence; the display costs nothing and moves counterparts who do not test it.
An everyday example
'We're in final talks with two other vendors' from a buyer who has spoken to none.
What it can cost you
Conceding to alternatives that do not exist; inflating your own alternatives and being called on it.
Warning signs
- Their alternatives have no details.
- I am negotiating against a rumour.
One thing to do
Test claimed leverage politely — ask for specifics, timing, terms; treat unverifiable alternatives as absent and price accordingly.
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