How To Negotiate When The Other Person Tells You That They Don't Have The Authority To Decide

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Market Studies
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Authority,
Person,
TEXAS REAL ESTATE CLUB
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TEXAS REAL ESTATE CLUB

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Overview: One of the most frustrating situations a person can run into is trying to negotiate with the person who claims that he or she doesn't have the authority to make a final decision. Unless he realizes that this is simply a negotiating tactic that's being used on a person, he has the feeling that one will never get to talk to the real decision-maker. Attempt to get the other person to admit that he could approve the proposal if it meets all of his needs. If that fails, go through the three counter gambits. Appeal to his ego. Get his commitment that he'll recommend to his higher authority. Go to a qualified subject-to close. If they are forcing a person to make a decision before he is ready to do so, offer to decide but let them know that the answer will be no, unless they gives him time to check with the people. If they're using escalating authority, revert to the opening position at each level and introduce own levels of escalating authority.

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Format: HTML | Date: Jan 2003 | Pages: 1

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