Authority Limits
- Topics:
- Negotiation
- Tags:
- Finance,
- Free Trade,
- Negotiation Dynamics,
- Tactic
- Source:
- Negotiation Dynamics
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Overview: The essence of authority limits is that the negotiator lacks the authority to conclude a final agreement - or claims that he or she lacks that authority. In fact, there are three possibilities. The article asserts on many uses for the authority limit tactic. There are two caveats that apply to use of all negotiating tactics. Tactics usually carry with them some degree of risk or can backfire. For example, one of the most common counter-moves against the authority limit tactic is the end run, i.e., "If you can't make the decision, let me talk to the person who can.". Second, never utilize a tactic or strategy that you are uncomfortable with or that you believe to be improper. But always strive to recognize tactics and understand how they work so that you can respond effectively when they are used against you.
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Format: HTML | Date: Jan 2003 | Pages: 1
