Higher authority

Techniques > Resisting persuasion > Higher authority

Method | Example | Discussion | See also

Method

When you are being asked to make a decision that you do not want to make, refer the decision to a higher authority.

Say that you do not have the authority, and that they will have to put the case to your manager, finance department, etc.

Say that you cannot make the decision alone and that you will need to agree with your partner, spouse, etc. first.

Example

A man buying a car says that he will have to ask his wife. The sales person lowers the price further 'if you sign today'.

Discussion

Referring the decision to someone else effectively puts up a brick wall, saying that you are unable to make the decision at this time.

The 'higher authority' also implies someone who may be much tougher in negotiating and may be used as a threat to get the other person to move their position.