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“You Get to Be the Hero” as a Negotiation Tactic

In real estate negotiations, concessions can be won if the opposing agent feels that he or she is getting something special – that they can return to the broker as a triumphant hero. Similar to the scarcity persuasion principle, the hero negotiation tactic lets the...

“What If” Speculation is an Effective Negotiation Tactic

If your real estate negotiation seems to have stalled out, asking questions can re-engage the opposing agent and move the negotiation further along. Asking speculative questions – “what if” or “suppose” questions – is an effective negotiation technique to explore...

Use Deadlines as a Negotiation Tactic to Motivate a Response

People respond to deadlines every day, from their work, their spouse, their affiliations, etc. In professional real estate negotiation, this almost automatic response to deadlines can be used as an effective negotiation tactic. Set artificial or real deadlines with...

Using the Negotiation Tactic of Silence

Silence is a key negotiation technique. Silence tends to make people feel uncomfortable; using that discomfort can be an effective real estate negotiation tactic. Learning to master silence is a negotiation skill worth practicing. It may seem simple, but often is not....

Being the Messenger as a Negotiation Tactic

In professional real estate negotiations, being “the messenger” can make it easier to counter with a difficult piece of information. As you play the role of messenger, you will be perceived as a third party with the difficult task of delivering an unpleasant request...

Linking Issues as a Real Estate Negotiation Tactic

Professional real estate negotiation is all about making and taking concessions until a mutually agreed upon outcome is reached. Successful real estate negotiation techniques can help to reach that agreement faster. One of the strongest negotiation tactics available...
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