Referral Request

This content is for Premium Plus and Premium members only.
Log In Register
Print Friendly, PDF & Email

Identification

This is an authoritative deflection. It works by presenting it as a given that the person requesting the referral is qualified and that they are beginning to look past the deal in front of them, giving the recipient of the referral a walk signal yet an invitation to resuscitate a deal that seems to be going sideways. It can also show an inflated sense of power, network or capability.

Example

For example, consider this negotiation that drives to the solution: Negotiator 1: “Do you know anyone else who can use my services?” Negotiator 2: “Well, I suppose I know some people who do what you do.” Negotiator 1: “What I do is [describe service], and that is exactly what your deal is about, so let’s go over that deal…” Negotiator 2: “Thank you for that recap, I appreciate it. But as you know, my requirements are [describe requirements]. Can you do what I need on those terms?”For example, consider this negotiation that drives to the solution: Negotiator 1: “Do you know anyone else who can use my services?” Negotiator 2: “Well, I suppose I know some people who do what you do.” Negotiator 1: “What I do is [describe service], and that is exactly what your deal is about, so let’s go over that deal…” Negotiator 2: “Thank you for that recap, I appreciate it. But as you know, my requirements are [describe requirements]. Can you do what I need on those terms?”For example, consider this negotiation that drives to the solution: Negotiator 1: “Do you know anyone else who can use my services?” Negotiator 2: “Well, I suppose I know some people who do what you do.” Negotiator 1: “What I do is [describe service], and that is exactly what your deal is about, so let’s go over that deal…” Negotiator 2: “Thank you for that recap, I appreciate it. But as you know, my requirements are [describe requirements]. Can you do what I need on those terms?”For example, consider this negotiation that drives to the solution: Negotiator 1: “Do you know anyone else who can use my services?” Negotiator 2: “Well, I suppose I know some people who do what you do.” Negotiator 1: “What I do is [describe service], and that is exactly what your deal is about, so let’s go over that deal…” Negotiator 2: “Thank you for that recap, I appreciate it. But as you know, my requirements are [describe requirements]. Can you do what I need on those terms?”For example, consider this negotiation that drives to the solution: Negotiator 1: “Do you know anyone else who can use my services?” Negotiator 2: “Well, I suppose I know some people who do what you do.” Negotiator 1: “What I do is [describe service], and that is exactly what your deal is about, so let’s go over that deal…” Negotiator 2: “Thank you for that recap, I appreciate it. But as you know, my requirements are [describe requirements]. Can you do what I need on those terms?”For example, consider this negotiation that drives to the solution: Negotiator 1: “Do you know anyone else who can use my services?” Negotiator 2: “Well, I suppose I know some people who do what you do.” Negotiator 1: “What I do is [describe service], and that is exactly what your deal is about, so let’s go over that deal…” Negotiator 2: “Thank you for that recap, I appreciate it. But as you know, my requirements are [describe requirements]. Can you do what I need on those terms?”For example, consider this negotiation that drives to the solution: Negotiator 1: “Do you know anyone else who can use my services?” Negotiator 2: “Well, I suppose I know some people who do what you do.” Negotiator 1: “What I do is [describe service], and that is exactly what your deal is about, so let’s go over that deal…” Negotiator 2: “Thank you for that recap, I appreciate it. But as you know, my requirements are [describe requirements]. Can you do what I need on those terms?”For example, consider this negotiation that drives to the solution: Negotiator 1: “Do you know anyone else who can use my services?” Negotiator 2: “Well, I suppose I know some people who do what you do.” Negotiator 1: “What I do is [describe service], and that is exactly what your deal is about, so let’s go over that deal…” Negotiator 2: “Thank you for that recap, I appreciate it. But as you know, my requirements are [describe requirements]. Can you do what I need on those terms?”

Solution

As above the solution is clear. The response is to bring it back to the deal before the parties. Do not get sucked into the negotiation of the referral.

Search Tactics

Tactics Engine

Tactics Engine Main Page