Written by: Vickie Sullivan  |  September 23, 2021

How False Bravado Threatens Projects

When working on larger projects, often we must work with the buyer’s staff and not the buyer him/herself. And sometimes those people lack experience. To make up for that, they use false bravado.

Thought leaders and advisors run into this situation all the time. Organizations have “lifers,” and in the spirit of career development, they put those employees in positions beyond their capabilities. A common reaction to that insecurity is false sense of confidence.

What False Bravado Looks Like

People’s fear shows up in multiple ways, including:

• Stupid communication. Snide comments, sarcasm, passive aggressive sighs, etc. It’s a close judgment call whether to ignore those comments or shut down. The key: the person’s role. If this is the ringleader of implementation, shut it down to prevent negativity spread. If this comes from a minor player, ignore it.

• Stupid behavior. If the negativity spreads and they stonewall the process, you may need to take more direct action. The best approach: Be cordial but specific. Be warm and friendly but carry a big stick if your requests for information or access are stonewalled.

Listen: 2 Ways to Get the Buyer Involved 

It’s tempting to roll your eyes and ignore false bravado. And sometimes that’s the best response. Keep in mind that your response to the first attempt sets the stage for either a repeat performance or a hasty retreat. People do what they think they can get away with.

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