Triangulation
Pulling a third party into a two-person dynamic — a rival, an ally, an authority — to create competition, jealousy or pressure and avoid direct negotiation.
An everyday example
'The other candidate has already said yes to this number'; a manager who relays criticism from an unnamed colleague.
What it can cost you
Reacting to an absent third party you cannot question; competing for approval that was never at stake.
Warning signs
- I am competing with someone I have never met.
- Criticism arrives second-hand.
One thing to do
Bring the third party into the room or discount them entirely; negotiate only with the person in front of you.
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