Blame God Strategy

Negotiating strategy based on one party referring issues out to an absent senior figure (i.e., God), for example a CEO, legal counsel, government minister, director, the board, autocratic boss, or manager, who though not present at the negotiation, has veto powers over his/her side’s positions and concessions. It is usually implemented using a phrase such as “sorry, I put it to him but he or she would not agree and told me to go back and get more.”

This tactic is often used to sell the same horse twice and salami slice the counterparty. The best solution is, if possible, to insist that the senior figure directly participate in the negotiation and be present in person.

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