Turn the absent authority into your ally. Say: "Of course — when you talk to them, here's exactly what I'm asking for and why, so you can make the case: [your specific ask + reason]." Give them a clean, repeatable pitch to carry, and pin down when they'll get an answer.
Why they're saying it
Deferring to a "manager" (or "head office," or "the committee") does two things: it stalls momentum so you start making concessions to keep things moving, and it lets the negotiator avoid saying no directly. The absent authority can't be argued with — which is the point.
You can't out-argue someone who isn't in the room. But you can make sure your case walks into that room intact. The negotiator in front of you becomes your messenger — so arm them with a tight, specific ask they can actually repeat.
What to say back
"Sure — tell them I'm ready to sign today at [number] out the door. That's a firm yes on my side. When can you get back to me — within the hour?"
"I understand you'll need sign-off. Here's the case: [number], justified by [market data / competing offer / scope]. Can you advocate for that and let me know by [date]?"
"That works — I'll need to run it by [my partner / my own constraints] too. Let's both come back tomorrow with a yes or no on [specific terms]."
Avoid these reactions
- Sweetening your offer just to keep things moving while they "check."
- Letting them carry a vague version of your ask that's easy to decline.
- Not nailing down a time, so the stall stretches indefinitely.
This is exactly what Negotiately does — live
Paste what the other side actually said and get the tactic, who holds leverage, and a reply written for your specific situation.
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