Third Party Approval

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Identification

This is the darling of car dealers, used to delay, create anxiety, and rush to close. This is also an appeal to higher authority and gets us feeling that the negotiator is on our side.

Example

This example is familiar to any car buyer: “Let me talk to the auto sales manager. I’ll be right back and see what I can do.” Also refer to the examples under “Spousal or Significant Other Approval.”

Solution

To counter this, take a step back and look at the dynamic. If this tactic is used more than once, the seller’s credibility is undermined and the time to close increases. This makes negotiation a very negative task. Ask the sales person what their purpose is in this transaction, and call them out by asking what they are authorized to do. You can also ask to speak directly with the manager, gaining access to the person who is the deal-maker.

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