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The Broken Record Negotiation Tactic

With so many details part of a professional real estate negotiation, it can sometimes be necessary to repeat a request for clarity or inclusion. You want to make sure that your client’s interests are accurately represented in the negotiation. But what if the opposing side of the table deliberately “forgets” to include your request or address your client’s concerns? With the broken record negotiation tactic you should continually repeat a request or condition for emphasis. Just like … well … a broken record.

By stating and restating the condition, you signal to the other party that you will not let this point fall through the cracks, that this negotiation point will not go away without being addressed directly. In difficult situations, you might even consider stalling negotiations on any other points until this one item is settled. Doing so will elevate this one item as the most important on your side of the table, and will make it the anchor point for all other negotiation concessions to be built around.

When the broken record negotiation tactic is being used against you and your clients, the fastest way to move past is to address the issue head on. Directly ask why the matter should have that much importance. Use the discussion to explore options for meeting that demand while still preserving balance in the negotiation.

For example, if the broken record point is about price, then try countering with the “all I can afford” negotiation technique. This leads easily into the speculative discussion where different outcomes and what-if scenarios can be explored casually until more common ground is reached.

Repeating the same request again and again can be a useful real estate negotiation technique. But to be truly effective, do not use this tactic too often. We all know that a true broken record gets annoying quickly, and annoyance will not support a well-rounded, professional negotiation environment where genuine consensus gets reached.