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Tactic #11- Higher Authority
Summary: Consulting someone else before
accepting an offer.
The tactic of Higher Authority can work for
either counterpart in a negotiation. Sometimes you cannot get a
situation resolved by working with the counterpart assigned to you.
Perhaps the counterpart has decided not to comply with your request, or
she may not have the authority to fulfill your request. So you have to
go to a Higher Authority to obtain a satisfactory outcome. On the
other hand, lacking the final say in a situation can create a very
powerful position for your counterpart, since it provides her with the
opportunity to take your request to someone at a higher level in the
organization. We have frequently seen experienced negotiators work the
best deal they can, then run off to a Higher Authority and come
back with instructions for an even better deal.
Example
A real estate developer requests a line of credit from his local bank
branch. The branch manager says that the loan has been denied by the
loan committee (the Higher Authority) at the bank. The developer
asks if there is anything he can do to have his loan reconsidered. The
branch manager apologizes, but says there is nothing she can do once the
committee has denied a loan.
Counter
Since the branch manager is denying that she can do anything to help the
developer, he could counter by going over her head, using the tactic of
the Higher Authority himself. He could call the bank president or
a member of the loan committee and ask that his loan be reconsidered. In
the above example, the bank president might request that the branch
manager repackage the real estate developer’s loan so it could be
approved.
The best way to keep the tactic of the Higher
Authority from being used on you in the first place is to ask your
counterpart in the very beginning whether she is the person who makes
the final decision. If not, ask to make your presentation to the
decision maker.
This tactic is one of 101 strategies and tactics
featured in The Only Negotiating Guide You'll Ever Need, by
Peter Stark and Jane Flaherty.
Ask the
Negotiator
Dear Peter,
Greetings!
I have been in my current position with my company for 18 months. I
have recently proposed, in writing, a new position in our company to
increase sales through more effective marketing. Naturally, along
with the idea, I have offered to fill the position myself.
The proposal was welcomed by the Director of sales and marketing
with the assurance that we would meet with the Senior VP to discuss
its merits and my level of participation. This meeting has not yet
taken place (it has been 4 weeks). What can I do to get the face to
face negotiations started? I feel that we have stalled before we
have even begun.
Great ideas would be much appreciated!
Regards,
Phil
Dear Phil,
This is a situation where several things may be going on. Either the
Senior VP and directors like the idea but don't think you are the
right person, or, the senior directors like the idea, but don't want
to lose you to another position, or, they are working right now on
frying bigger fish...not to say your new position and idea are not
big fish.
Here are a couple of suggestions. First,
check in with you boss and/or the other directors and ask them if
there have been any further discussions on the idea of the new
position. Other great questions might include:
- Do you feel that I would be the best
qualified candidate to fill this position?
- Are there any other skills you feel I will
need to be fully successful in this position?
- When do you feel would be the appropriate
time to bring up this idea to the Senior VP to discuss the
position?
- Is there anything I can do to help
facilitate the scheduling of the meeting, or is there any
information I can put together to help support the creation of
this position?
The information gained will give you greater
understanding of both the idea and the director's reception to the
idea. The reason I promote the strategy of asking questions is that
it is more powerful than telling people what you want done,
especially when that person is your boss and his/her boss.
Best
Regards,
Peter
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
Send in your toughest negotiation
challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge to mailto:patti@pbsconsulting.com.
If your challenge gets published, we'll send you an autographed copy
of The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty ($14.95 retail)
WOW!!
To view this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
10 Trustworthy Negotiations
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
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