What,Level,Authority,You,Want, business, insurance What Level Of Authority Do You Want?
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A negotiator with limits becomes harder to deal with.They can say "no" gracefully someone else is saying it. That someoneelse can be a procedure, a policy, a budget, an engineering standard,or maybe a regulation that can't be budged.Often one person's limits can become the other person'sproblem. If you and I are negotiating and I have limits to myauthority, it is up to you to figure out a way around them. You areforced into a choice: either accept the deal at my limits or make a lotof work for yourself, and maybe get no deal at all.If you challenge my lack of authority by taking theproblem to a higher authority, other apprehensions set in. Now you musttake on my boss, or their boss, or the legal department, or theengineering staff all of whom represent new relationships and agreater degree of preparation on your part. Also, if you do go tohigher levels, there is always a chance the party you are negotiatingwith will get angry.There is greater strength in not having authority thanin having it. A person going into a negotiation would do well to ask,"What limits do I want imposed on my authority?" Well chosen limits canmake a big difference in the outcome of your negotiation.
What,Level,Authority,You,Want,