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Secrets of Power Negotiating by Roger Dawson

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Chapter 7Middle Negotiating Gambits: Handling the Person Who Has No Authority to Decide

One of the most frustrating situations you can experience in Power 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 used to have 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 lowest price that I could, using all of these ...

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