Comments on: Classic Sales Negotiation Tactic: I’ve Got To Talk To My Boss…

By: Robb

Robb — Sat, 15 Jan 2011 19:20:55 +0000

I typically respond to this with “Evidently I am dealing with the wrong person on these issues, I should be speaking directly with the person that has the authority to make these decisions.”

This typically results in a change in tactic and more cooperativeness from the opposing negotiator.

I don’t agree with the poster that says that this helps maintain credibility….I think it lessens credibility because if you dont have the authority to make decisions then you shouldn’t be making offers to begin with as far as I am concerned.

By: Dr. Jim Anderson

Dr. Jim Anderson — Mon, 17 Aug 2009 18:21:39 +0000

Michael: You would think that the day of such “old school” tactics would have passed us by, but no, they sure seem to still be here. I guess the most important point is to make sure that you recognize it when someone starts to use them on you…

By: Michael

Michael — Tue, 11 Aug 2009 02:12:16 +0000

I prefer not to enter negotiations in a “sum zero” or “fight for survival” state of mind… and only start using tricks/techniques after the other party starts using them or i have a burden that forces me (i.e. to buy time)

By: Zan

Zan — Tue, 24 Feb 2009 16:35:32 +0000

I have used this tactic during a negotiation as a way to buy time to think about how best to respond.

Also, I have use this tactic even when I have the authority to meet the demands of the customer. Because if I could sell something at a cheaper price why didn’t I offer that price to start with? This tactic can help you maintain credibility.