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First of all check and sure whether the concern person is final dicision maker or not. If not then stop negotiation and call for for the final decision maker. Otherwise your are wasting all of your effort and time.
The call of a higher authority is an instrument for extending the time of negotiation in order to find a solution that satisfies all parties
Sometimes it is so needed that your superior's involvement is required depending upon the type of deal, value etc.
In a lower/mid value deal, one may stamp his authority of negotiation using his skills and experinece to close it.
having said the above, would like to add the word "escape" does not sound good.
The other party says that they are unable to make a final decision or won't tell you who the final decision maker is.
Your countermeasure: Stop negotiating until you are discussing directly with that decision maker. You are wasting your time and energy.
it is mostly used by opposite party when you are on the top of the negotiation or about to win the negitiation.
keep low for some time and work on your further negotiation/ steps.
If no consensus is achieved during that negotiation, then one might call for this tactic specifically so that we can get a resolution to a specifg problem. Although I do not like this method since it ensues that you are not capable and authorized by yourself to finish this negotiation as int entails that there is someone more suitable and higher than you and you are merely borrowing their power. It does do its job on buying time and coming up to a common understanding of which that higher power is to be respected. And having a common understanding is one of the first step in creating trust and beginning your cooperation as well as negotiation to succeed.
Countermeasure: If you dont have the power you should not be negotiating the moment you call on this tactic is the moment you state that you lost. It is a last ditch scenario to get what you want in a negotiation. You have to train yourselves more in that case. Although there is saving grace that you know you can't do it alone and that says you know your limits and as such can grow, and you are willing to sacrifice your credit just to get the optimum advantage for your company.
