NEGOTITATOR

Negotiators without authority leave you vulnerable if the higher authority seeks additional concessions from you in exchange for an AGREEMENT.
Avoid this by:

Ask the negotiators whether they have the full authority to settle. Do not necessarily believe the answer you get;

Holding back something in the proposal for that final traded CONCESSION to get agreement.

When asked if you have authority when you have not, say yes. Take an ADJOURNMENT to “consider the proposal” but use the opportunity to refer it to the decision-makers. Claim on your return to the meeting that the required changes resulted from your own consideration of the total package. 

To assess authority levels, ask the following questions.

What are your procedures for making decisions of this nature?

Who in your company participates in these decisions?

How long do decisions of this nature normally take?