Negotiation Skills · glossary
A person’s power to agree for the client. Martyn’s authority ends at the limit Polgarrow’s board set. Inside it he may say yes, and outside it only the board can. Preparation Sheet, point 5 (internal) · Chapter 10 · see Limit (walk-away point)
Explained in Chapter 10, Heads of Terms: Client Authority and Closing the Deal, of Negotiation Skills.
Martyn talks and decides for Polgarrow, but his authority (the terms he may agree) stops at the limit the board set in October. That limit covers price, length, service and an electric bay by a fixed date. Inside the limit, Martyn may agree. Outside it, only the board can.Read Chapter 10, Heads of Terms: Client Authority and Closing the Deal →
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This term is part of one fictional contract renewal, from the first letter to heads of terms, with every document attached and a test after every chapter. Open Negotiation Skills → · All terms A–Z →