Games are the result of Power Plays. They are un-straight transactions between people that are destructive and hurt relationships. There are three possible positions in a game:
- A Persecutor does something hurtful to someone else in the Power Play without permission such as create guilt, discomfort, or pain.
- A Victim receives the Persecutor’s action and looks for a victimized role.
- Rescuers are looking for someone to rescue without being asked.
Once you take on one of these roles you get sucked into a no win scenario and eventually will get pushed into one of the roles you don’t want to be in. The object is to get out and stay out of games. Think about your favorite TV show. On Seinfeld, George starts off as the victim, but eventually becomes the persecutor. Jerry tries to rescue him but often ends up the victim.
In the sales world, power plays occur when the buyer-seller relationship is not equal. There must be an adult-to-adult relationship in every business transaction. If the salesperson is trying to sell something that isn’t needed or is the wrong solution that’s a power play. If the buyer is negotiating in bad faith, or using your information to get a deal with the incumbent supplier, that’s a game.
These kinds of business transactions don’t lead to trust relationships or long-term productive associations. In fact they do exactly the opposite. They frustrate both players and they are an unproductive use of your time. Power plays and games also are not profitable. Stay out of them.
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