Definition

Influence Strategy 101

Bait

Bait

Bait: BT

Definition

TAUNT, PROVOKE A REACTION.  The overt provocation of another player through action or information.

 

Pass

Pass

Pass: PS

Definition

EXIT THE MARKETPLACE. The strategic withdrawal from a marketplace or play action.

Letterman's Lantern

A Late Nite Play by a Late Nite Playmaker

To diffuse a brewing extortion plot, Late Show host David Letterman's revelation that he had sexual relationships with women on his staff is a textbook Lantern. It's a strategy we credit to political commentator Chris Matthews, who says it's best to hang a Lantern on your own bad news before someone does it for you.

Although Letterman may not have known there was a name for the play he was running, it's clear he understood its implication. The comedian knew from the outset thatDavid Letterman if he played his cards correctly -- by going to his attorney and eventually to the DA to set up a sting operation -- he'd be able to go before his studio audience and portray himself as the victim rather than the villian (see The Elements of Influence, pps 168-175).

True enough, his plan seems to be working. Although his audience was slightly uncomfortable during his confession, they laughed and some even applauded him after the show for his honesty.

To be sure, some of the comedian's biggest detractors -- of which he has many -- will still try to Label him a hypocrite and attack him with Call Outs. But because he ran the Lantern on his terms, these plays will be less likely to resonate. In the end, Letterman's Lantern may end up saving his reputation and his job.

Photo Credit: BBC/AFP