Absent Authority
Why use this tactic?
The purpose of this tactic is …to discourage you from negotiating about an issue.
How do I recognise it?
"Head office won't let us" or "it is not company policy" are common statements heard when the other party wants to take an issue off the negotiation agenda. The tactic diminishes the other party's capacity to even discuss a topic. This has the effect of preserving the other party's credibility while ensuring that they get what they want since the party with authority to agree to what you want are not available. Hence 'absent authority'.
They are typically "in New York" "on the top floor" or "at head office". They are rarely named and they are never present.
If this tactic is used on you...
- When setting the agenda with the other party, make sure that the stakeholders at the table have the authority to negotiate the topics on the agenda
- If the person with authority is "in New York", "on the top floor" or "at head office" arrange for them to be available on videoconference or phone-in
Am I OK to use this tactic?
It is problematical because it is stretching the truth. If you say "that's not our standard policy" that's fine, but if you say "everyone else accepts it!" when some do not accept it, that is not fine. Don't lie!
Try to avoid this trap...
Try to avoid the other party offering to act as your intermediary, as they can easily say "I checked for you and they still said 'no!'"
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