“Well, I really like you have proposed but I need to discuss this with my boss first.”
This is probably the most irritating thing to hear after you have spent hours negotiating.
“After I have spent so many hours negotiating with you, you are telling me you cannot make a decision?”
Of course you should not say this out. This will sound too hostile and offensive. But I won’t stop you for screaming this in your head or feel the urge to land a punch right in his face. Just make sure you still carry a smile! No, don’t punch him, yet.
Negotiation guru Richard Shell calls this “Fake Authority Ploys”. He believes that people lie about the authority they have when they do not. Or people lie about the authority they do not have when they actually do. Confusing?
Imagine this, when you are trying to get a discount on an item:
“You know what, my boss says no to such a term. But I am going to give it to you. I am making this exception just for you. Let’s keep this between me and you.”
“I can’t do this. I have to consult my boss first. I will do that before I get back to you.”
Perhaps both are lies. You will never know. So what should you do? Ask!
“Maybe I should talk to your boss directly since you are not able to make the decision.”
“Who is the decision maker in this negotiation? I would prefer to negotiate with him directly since you are not able to make the decision.”
Remember: Always find out who’s the decision maker before you negotiate.
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Jens Thang
Unleash The Negotiation Guru In You!
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