1. Negotiating
Sale
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2. What? Commission Asking Price of Listing Terms Offer to Purchase
Length of listing
Offer to Purchase
Counter Offers
Just about everything . . .
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3. Truth is relative Common misconceptions:
We can always come down on price
We should make a low offer
or, we can always come up in price
We shouldn’t take the first offer
If we get our price, we left $ on table
We net more when we save on commissions
This is our bottom line
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4. What is generally TRUE It only works when it’s perceived as win-win
The small stuff will kill you
or how to buy a refrigerator
Knowledge is power
‘Confidence through competence’
Seeing the end from the beginning
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5. What is generally TRUE People can handle the truth
People will listen only after they feel that they have been heard
You don’t have anything until it’s in writing
Time is everyone’s enemy
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6. Understanding Buyer/Seller Motivations
The power of consequences
can project & calculate downside risk
Moving targets
People don’t always say what they mean or mean what they say
Perceived value
of your service
of their property
Educating to the ‘rules of the game’
Winning the battle--losing the war
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7. The Process In summary: B. E. E. P. R. 1. Build relationship
(Making the Connection)
2. Establish expertness
(Confidence through competence)
3. Educate to industry position
(appropriate Positioning over time)
4. Presentation
(A tailored marketing program / Contract)
5. Regular feedback & follow-through
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8. How do we build rapport? Create similarity Visually? Vocally?
--- Mirror
Vocally?
--- Pace
Verbally?
--- Ask questions
--- ‘Structuring verbiage’
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9. Categories of Interaction
Proposal
Build
Support
Disagree
Defend / Attack
Giving Information
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10. Categories of Interaction
Proposal
Build
Support
Disagree
Defend / Attack
Giving Information
Testing Understanding
Summarizing
Seeking Information
Matching
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11. Research
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12. Negotiation Research Counter Proposal Defend / Attack Irritators
unskilled
skilled
Counter Proposal
3.7
1.3
Defend / Attack
6.8
1.6
Irritators
10.1
2.1
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Seeking Information
9.1
21.7

13. Negotiation Research Test Understanding Argument Dilution Building
unskilled
skilled
Test Understanding 8
18.8
Argument Dilution 3
1.6
Building
1.7
4.9
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Comment Labeling
1.2 5