(Continued from page 28) So you might say, "I can't agree to that and if I call my boss I know she won't even agree to it. However, I have had the experience that sometimes if I stick a signed purchase order with that kind of a deal under her nose, she will take a deep breath and agree to it. So if you can give me a signed purchase order I will give that a try." If they give you a P.O., you have a sale. They can't shop your prices and the deal is done. If they refuse, you now know the type of game that they were playing.

If they give you a P.O., you have a sale. They can't shop your prices and the deal is done. If they refuse, you now know the type of game that they were playing.

How do you handle the authority limit tactic when the buyer tries to use it against you? First, you need to be sure or at least somewhat suspicious that the behavior you are observing is in fact a tactic.

As you will learn in our negotiation training programs, this is true in countering all tactics. Once you recognize the pattern of behavior that someone is exhibiting as being the pattern that would suggest that they were using a particular tactic, your next question has to be, is it a tactic? In other words, is it part of the bluff and misdirection that goes on a negotiation or is it not a bluff at all?

When the buyer says, "I'll have to go back and check with the committee or the end-user or whatever,” that might, in fact, be true. They might really have to do that. When buyers use authority limit tactic, they tend to use it in different ways. They tend not to be very concerned about the flow of the negotiation.

If they want a delay, they will simply tell you that they will call you back later. The biggest problem with authority limits with the buyer is that they will use authority limits to ratchet you down further. (Continued on page 30)

A really effective negotiation seminar will do wonders for your bottom line.