"I haven't the authority" - Deepstash
"I haven't the authority"

"I haven't the authority"

A tactic to imply a lack of decision-making authority. The negotiator is quite happy to accept concessions made by the other party but qualifies any concessions asked for by saying, "I'll have to check this out with my boss, as this demand exceeds my mandate".

Tip for the negotiator: At the outset, check the other party has the authority to make a deal. If not, either match your authority to theirs

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The idea is part of this collection:

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10 tactics that strengthen your negotiation skills

  • Left at the altar - This tactic often yields 11th-hour concessions. 
  • Making balloon futures - A service is forecasted to be worth more before it's performed.
  • Calling a higher authority.
  • Crunch time - Where the other party applies pressure.

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