A senior IT executive was frustrated with an unskilled negotiator representing one of the largest workers’ unions. Her effort to exchange signals got nowhere. The union representative also lacked decision-making authority.

Unless you have an established relationship, almost always confirm your counterpart’s ability to negotiate skillfully and decision-making authority.

Here are three tips to help you in your next negotiation:

1. Confirm your counterpart’s decision-making authority

Before you begin to negotiate, ask and confirm that the person leading the other side is empowered to propose and commit on behalf of her organization. Be willing to reveal your negotiating mandate in return.

Final decisions often require approvals of the higher-ups; the counterpart should at least know the subject matter well enough to be able to make provisional commitments.

2. Request for one or more skilled negotiators

Once the negotiation begins, it may become evident that your counterpart is not qualified to negotiate. But your counterpart’s appointment could be intentional. The other side may have selected the current negotiator to confuse or mislead.

If you suspect this is the case, ask the other side to appoint or add someone with negotiation skills, subject matter knowledge, and who is empowered to decide.

3. Assure that higher-ups fully support your Walk-Away and understand the BATNA

Suppose your efforts to bring in a more knowledgeable and skilled negotiator fail. Consider evaluating your BATNA. It could be dealing with a different organization.

If there are no other good options, you can access other relationships in the organization you are dealing with and work around the obstacle by gaining support for your proposal.

I would love to hear about your experiences! Please share your negotiation stories.