Authority Generally
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Identification
Often in negotiation, we use authority to persuade others to see we are correct in our position. This is an indirect appeal to logic based on the following syllogism: Major Premise 1: if this authoritative source is true, and Minor Premise 2: my position is based on that authoritative information, then Minor Premise 2: my position is based on that authoritative information, then Conclusion: my position is true and therefore it should be followed.
Example
Often in negotiation, we use authority to persuade others to see we are correct in our position. This is an indirect appeal to logic based on the following syllogism:
Solution
The major logical flaw, and the grounds for attack on most authoritative negotiation tactics, are that the authority is presumed to be true and accurate. But various flavors of authority require various defenses when used. The counter is almost universal: either introduce a different authority that puts the other party’s premise in doubt, or distinguish your case; Why is your situation unique and different?