When I was younger, many menus in Chinese restaurants let you pick one item from column A or one item from column B. The more technical term for this is a Package Option. This technique for counter offers is to give your counterpart a choice, i.e. a two pronged counter offer. My buyer will give […]
Category Archives: Principles
The Tool of Smaller Steps
One of the tools our Team uses in negotiating offers is to decrease the size of the steps you take. With offers and counter offers, the two sides are moving closer on price. Start with your biggest change. Then, move less and less with each step. It takes the fun out of it for the […]
Rule #1 No Hostile Emotions
In my upcoming book Create a Great Deal, Rule number 1 is No Hostile Emotions. One of the functions of a real estate agent is to be a shock absorber, to keep the emotions from your client from agitating the other side, or vice versa. You also need to prevent any hostile feelings from poisoning […]
Steps to Guide Your Decisions
You need to develop certain principles that work for you in negotiating, then follow them nearly every time. Please notice the word nearly, as I hardly do anything every single time. Negotiating is an art, with a little science that is mostly probability, so you need to know when to apply a principle, and when […]