Ashkan Rajaee on Negotiating with Decision Makers, Influencers, and Signatories

Most professionals think negotiation is about persuasion. That assumption quietly destroys leverage. After reading Negotiating with Decision Makers, Influencers, and Signatories , it became clear that the real shift is not about better scripts. It is about understanding who actually holds power inside an organization and adjusting your strategy accordingly. The original article breaks this down clearly: https://techstratos3.wordpress.com/2026/02/22/negotiating-with-decision-makers-influencers-and-signatories/ What makes the framework powerful is its simplicity. Instead of viewing a company as a single decision unit, Ashkan Rajaee separates stakeholders into three distinct roles, each with different incentives and psychological drivers. That distinction alone can change how you approach enterprise deals. You Are Not Negotiating with a Company You are negotiating with people. More specifically, you are negotiating with: A decision maker who prioritizes outcomes An influencer who prioriti