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The Good Cop/Bad Cop Negotiation Tactic – Part 1

We have all seen the iconic good cop/bad cop approach acted out in hundreds of movies and television programs. Sometimes it is done smoothly and sometimes comically, but always the goal is to have the opposing party become so emotionally overw...

“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 neg...

“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 ...

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...

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 s...

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 deliv...

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