Monthly: May 2017

Business Negotiation with Limited Authority

Dealing with Dirty Negotiation Tricks: Limited Authority

31st May 2017

Have you ever faced a negotiator who presents with ‘limited authority’ to make a deal? Think of the company rep who’s fully authorised to refuse every option you might offer, but has no power to approve even your reasonable counter-offers. Of course, sometimes the ‘limited authority’ claim is entirely genuine. Not every negotiator you face [...] READ MORE

Man giving final offer in negotiation

Dealing with dirty negotiation tricks: ‘take-it-or-leave-it’

11th May 2017

Dirty negotiation tricks – we don’t recommend you use them but it is important to be able to deal with them, and protect yourself, when you’re up against them. In our last post, we covered the good cop / bad cop approach. Now let’s explore the age-old ‘take-it-or-leave-it’ tactic. The final offer… You may have [...] READ MORE