Pencil / Pencilling a Deal
When the salesperson sketches numbers on paper to "show the manager." A delay tactic.
Why it matters
When a salesperson "pencils" a deal, they're writing numbers on paper to take to "the manager" for approval. This is partly real (the salesperson doesn't have authority on every number) and partly theater (designed to make you wait, get tired, and lower your resistance). Counter-move: bring distractions (laptop, snacks), set a hard departure time, and don't let the wait pressure you into accepting worse terms.
Related terms