How to deal with imaginary authority in cross-border e-commerce negotiations

In the negotiation process of cross-border e-commerce, imaginary authority is usually revealed to the other party in the final stage of the negotiation. If mentioned in the middle of the negotiation or earlier, it may cause the other party to take corresponding countermeasures, such as directly requesting communication with the claimed authority, or leaving a larger negotiation space. Once the other party adopts similar techniques, as the responder, we should take effective measures to resolve the potential dilemma.

Opening confirmation

First, ask the other party about their decision-making authority at the beginning of the negotiation. An effective method is to confirm whether the other party can make the final decision under the right conditions. For example, when a furniture dealer receives a customer, he or she can ask: “Hello, it seems that you are very interested in our cabinets. If the conditions are suitable, can you make a decision today?” This approach can help eliminate the other party’s imaginary authority and avoid Being passive in negotiations.

Facing experienced opponents

When the negotiating opponent is experienced and we are unable to remove the other party’s imaginary authority in the early stage, we can consider the following four coping strategies:

1. Provocation: Most negotiators are reluctant to admit that they need to ask their superiors for instructions because this would demonstrate their weak position in the negotiation. We can smile and ask: “Will the general manager of your company listen to your recommendation?” If the other party answers in a low-key manner, we can further stimulate the other party at this time during the conversation, such as: “What will you do if the general manager does not approve it?” Questions may cause the other party to struggle with their position for the sake of saving face.

2. Recommendations: When the other party pretends to be authoritative, you can emphasize asking the other party to recommend our products to their authority. This method can prompt the other party to prepare psychologically for the recommendation, thereby paving the way for the next step in negotiations.

3. Set easy premises: Setting easy-to-achieve premises can reduce the other party’s concerns. For example, financial advisors often assess a client’s risk tolerance to guide the decision-making process that the client may not be aware of. This tactic diverts the other person’s attention and prompts them to follow set steps and make a decision.

4. Tit for Tat: The tactic of assuming authority is often used for the last time. If the other party keeps using this tactic, we can indicate that we also need to ask our superiors for instructions. In this way, remind the other party to stop endlessly exploiting the law of authority. At the same time, return to the price level at the beginning of the negotiation to maintain a balance between both parties.

In cross-border e-commerce negotiations, flexibly responding to the emergence of imaginary authority is an important strategy for reaching consensus. Through the above methods, we can effectively respond and guide the negotiation in a favorable direction.