Negotiation is understanding how much authority

[Shishirgano9]

But the reason customers like you choose us is because you have big growth plans. They know they’re not going to be small forever and they’re looking for a single solution that will satisfy their needs now and in the future. The thought of changing and disrupting their operation midway through is too painful for them.” Note: in a recent article, I discuss a similar principle of using identity-based questions to drive buyer commitment.



3. Abdication of Authority One of the most important colombia cell phone number list aspects of dealing with objections in any each side has to grant commitments or concessions. For example, when you call your cell phone company to ask for a discount, the customer service agent may only be able to give you a small one. On the flip side, their manager likely has much more latitude in that area.



Organizations often assign decision-making authority based on a hierarchy or team structure. But sometimes, even those at the top of that structure prefer to go into a negotiation with little authority or abdicate it to other people or entities. A VP of Sales may have the authority to grant large price discounts. But to avoid getting pushed around in a negotiation with a particularly aggressive customer, they might choose to strategically (and temporarily) abdicate their authority to their CFO, saying something like, “unfortunately, a discount that large would need to be approved by our CFO but I’ve never seen her grant something like that before.