How To Make An Offer on your White Mountain Home – The TOP 10 Negotiation Techniques
The Lost Art of Give and Take, or How to Negotiate Successfully!
- Be prepared. Just like the old scout motto, “be prepared” works especially well when negotiating. Look up all your facts, review for accuracy and then do your best.
- Cell phones off! When you are negotiating, never leave your cell phone on. There is nothing more annoying than to hear the incessant ring of a cell phone. Pick a quiet location to meet and keep all distractions to a minimum; that includes incoming phone calls.
- United we stand. You might not agree with your clients’ position but don’t share that with the other side during the negotiation. You can try to change your client’s mind, but do it privately.
- R-E-S-P-E-C-T. Don’t let your personal opinions of the parties or the situation cloud your judgment. Diagreements can sometimes be a way for new ideas or solutions to enter the transaction. Remember, treat everyone with respect!
- Hold’em or show’em. Plan beforehand what concessions your clients are willing to make and then use them when the bargaining gets under way. Any “give-aways” must be carefully discussed with your client and a decision made as to when to disclose.
- Never major in minors. Never let negotiations stall out a transaction over a minor point (i.e. furniture or appliances). If you can’t agree, put the point aside and come back to it later. Concentrate on getting agreement on major points like price and terms. Don’t lose the sale because of a TV set!
- All together now. Nothing is more frustrating than to think you have an agreement, only to find that somebody else must sign off on it. Be sure that all the major players have agreed in writing.
- Watch what you say. Knowledge is power in a negotiation, so giving the other side extra information may weaken your position. Knowing what to say and when to say it is crucial.
- Silence is golden. Responding to an offer with silence undermines the other side’s power and often prompts an immediate reaction. Likewise, if you are unsure of what to say, it is best to keep silent.
- Everyone wins. Remember to leave something for everyone. No one should leave a negotiation angry; you never know when you might have to negotiate with the same people.