A few months ago, I responded to an “urgent” request for a negotiation expert for a keynote speech. It seemed we were the perfect fit. They dealt in complex sales, had competition, and the event was in the DFW area. Woo hoo!
There were several positive calls, two on-line meetings with the other “deciders” involved, and a package of books. After researching, a ton of emails providing more information, fee discussions, and a formal write-up confirming our agreement, I thought the deal was sealed.
Instead, I heard the dreaded line. “OK. Now, we’ll share all this with the owner for his thoughts.” Yep, the dreaded tactic: higher authority.
Hang on. When we spoke about the selection process, this last CEO approval wasn’t mentioned.
That said, I’m not sure I asked, “Who besides yourself will be making this decision.” After meeting with two other decision makers, I thought we were green lighted.
You can already guess the outcome, can’t you? The CEO had his own selection determined. Of course, my contact was ethical and kind when sharing the bad news. Future business may occur with this group, but it won’t be at this conference.
❓When have you worked hard to provide value in a deal, only to see the opportunity evaporate?
❓What do you do if you don’t land a deal that seems to be a fit?
❓How do you approach your next negotiation with the lessons you’ve learned?
You don’t come to an agreement with all of the deals presented. BUT you come to no agreements if you don’t try.
Go (and keep) Negotiating!
Negotiating with Decision Makers: Do They Really Have the Authority to Decide?
