Escalation As a negotiating strategy

Escalation can be a very effective negotiating strategy. Holder of unlimited authority in a negotiation can seem, and it is powerful, but can be equally dangerous. If the customer thinks he has unlimited powers, he or she can read that as a green light to continue to drive more.

Before the negotiation, not speculating. Verify that the client is currently negotiating with has the authority to make decisions. If you learn that the client has no authority, STOP negotiating, find out who does it, and politely request access to the person with power.

If you can not get this, you will probably be uncomfortable and dangerous position of being the only person in the room with the authority to make concessions. At that time or at any time during the negotiations, if the client says he or she must confer with someone in a negotiation, it often makes sense to say that you should confer with someone on your team.

When you are negotiating, for example, with two clients and one excuses himself from the negotiation, before he or she leaves, verify that the person left behind has full authority to negotiate and continue to take the necessary decisions to reach a agreement.

When you find that you need to place an escalation, reinforcing that you know you and the client are working to reach an agreement and your desire to work through problems.

While your goal is to get as far as possible in a negotiation, know when and how escalation can help you create win-win deals and protect the user from entering in win-lose ones .......