How we change what others think, feel, believe and do

Mandate

Disciplines > Negotiation > Negotiation tactics > Mandate

Description | Example | Discussion | See also

Description

Say that you have a mandate or charter from some person or body of people who you represent.

The more powerful the person or group that you name, the more you can refuse or demand.

Then use this mandate to require or refuse individual items.

Example

Hmm. My members would not agreed to that. They clearly stated that all items have to be agreed by the full committee.

The team really must have all shirts exactly the same.

I have been instructed that I must get at least a 20% discount. For this, I can offer up-front cash payment.

Discussion

When you reference an absent party or group, then this makes it difficult for the other person to challenge what you are saying.

A mandate from a powerful person or group effectively makes you as powerful as if they were there in person. It also gives you the power of being able to give limited reply.

The use of a fixed mandate provides very clear boundaries of what can and cannot be accepted. This allows you to shut out many of the alternatives that the other person may offer.