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Double Agent

 

Disciplines > Negotiation > Negotiation tactics > Double Agent

Description | Example | Discussion | See also

 

Description

Persuade someone on the other side of the table to act on your behalf.

Get them to provide useful inside information to you that will help your negotiations. Give them information and materials to help them persuade their colleagues to your point of view.

Protect their position, ensuring that they do not get into trouble for their views and actions.

Example

A computer salesperson convinces the IT department of the need to upgrade their systems. Now all they need to do is to also convince the purchasing, finance and general managers.

A man wants to buy a particular new house and enlists the help of the selling agent in persuading his family of the benefits of the house and the area.

A car sales person speaks privately to a customer's partner to get them to provide useful information about the customer.

Discussion

This situation legitimately occurs when a person on the other side genuinely is persuaded and seeks to help others on their side also see the benefits of the deal.

In a less salubrious variant, deliberate actions are taken to blackmail or bribe the target person, or otherwise subvert an individual to your cause.

Beware of double agents on your side. Watch for people who seem over-zealous in taking up the cause of the other side.

See also

The Annotated Art of War (Parts 13.4-6: Foreknowledge), The Annotated Art of War (Parts 13.14-20: Using Spies)

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed