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Secrets of Power Negotiating: 15th Anniversary Edition by Roger Dawson

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Middle Negotiating Gambits
Chapter 7
Handling the Person Who Has No Authority to Decide
One of the most frustrating situations you can experience in negotiating is trying to negotiate with the person who claims that he or she does not have the authority to make a final decision. Unless you realize that this is simply a negotiating tactic that is being used, you have the feeling that you will never get to talk to the real decision-maker.
When I was president of the real estate company in California, I would use the board of directors as my higher authority. I had salespeople visiting the office all the time in hopes of selling me things, including advertising, photocopy machines, computer equipment, and so on. I would always negotiate the very ...

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