Psychology Warfare of Presentation
Tomorrow, I need to do an insurance renewal presentation. I learned that one of the committee members has leaked my quote to another competitor. My supplier got wind of this news and gave me a heads up. This person is trying to get rid of me and bring in his own crony.
I have just finished preparing my presentation and have tuned my quote to defend against my competitor. In addition, I have practiced the presentation for the last few hours. There are strategies of strategic influence, framing, and persuasion. With AI's help, here is what I am deploying.
1. Use “Pre-emptive Framing”
I define the narrative that I am default, stable and professional.
“We’ve had a successful working relationship with the management up to now, and continuity is important to maintain favourable terms with insurers and avoid unnecessary disruptions.”
2. Trigger Group Decision Bias
Before my presentation explaining my quote, I ask for the committee's selection criteria.
“I’d like to hear from the committee — what criteria should determine the broker selection?”
The question forces everyone to verbalize professional criteria (price, claim service, responsiveness)
3. Data as my Weapon of Legitimacy
I share the following data: number of claims you’ve managed claims approval % additional coverage gained
The intention is to prove my worth to the client through cold hard facts.
The hard reality of business is that if someone wants to get rid of me, they can give any reasons. If they want to keep me because of my work results, they too can give any reasons.
I can only do my best and be professional. Ultimately, I should win in the long run.