Negotiating 101
Here’s a thought: your negotiating leverage is only as good as your “or else.”
As in, “if you don’t accept my last offer, I’m going to . . . ”
Or, “if $3,000 towards your list of repairs isn’t sufficient, I’m going to . . .”
Two Scenarios
At one extreme, if your “or else” to the latter question is, “I’m going to cancel our deal, and accept a higher, signed backup offer,” you’re likely to get what you’re asking for from the Buyer.
By contrast, if it’s, “I’m going to do the deal, anyways, at your last price,” . . . the other party probably isn’t going to budge.
Implicit in the above is that the party who has the better “or else” knows exactly what their alternative is — and is poised to act on it.
P.S.: Good negotiators work proactively — and continuously — to improve their “Or Else’s.”
