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Imagine this scenario: After weeks of intense negotiation, you finally reach what seems like a perfect agreement with your counterpart. Handshakes all around, you leave the meeting confident that the deal is done.
Then comes the bombshell – “I’ll need to get this approved by my boss.”
Suddenly, your perfectly negotiated deal is in limbo, and you’re left wondering if you’ve wasted your time negotiating with someone who couldn’t actually make decisions.
This frustrating situation highlights one of the most critical yet overlooked aspects of business negotiations: decision-making authority.
