Tag

negotiation strategy

Negotiating Strategy 101: Is Time Your Enemy or Friend?

Home Buyer Strategy in a Seller’s Market Never negotiate hungry. Or tired. Or driving — especially driving.” –Ross Kaplan, “Negotiating Advice.” While most negotiating advice is focused on the “How” of negotiating, experience has taught me that that can be much less important than the “When” or the “Where.” As in, when to stop negotiating...
Read More

The Key to Successful Negotiating: “Getting to Yes?” Or, “Getting to No?”

Establishing ” and Testing ” Boundaries If you go to the Business section of any bookstore, you’ll see any number of books on negotiation titled, “Getting to Yes!,” “Win-Win Negotiation,” etc. In my experience, however, the key to effective negotiation lies not in getting to “yes,” but getting to “no.” Or perhaps more accurately: before...
Read More

“You Know . . . Your Comp’s Are Right, Ours Are Wrong ” it’s a Deal!”

Dueling Comp’s (and Spreadsheets) Real estate negotiation can involve lots of back-and-forth and numerous fine points, but in my experience, it’s usually not productive to get into a detailed discussion of/argument over the Comp’s, also known as “Comparable Sold Properties.” Put it it this way:  I’ve yet to have the other side say, mid-negotiation, “you...
Read More

The Key to Successful Negotiating: “Getting to Yes?” Or, “Getting to No?”

Establishing ” and Testing ” Boundaries If you go to the Business section of any bookstore, you’ll see any number of books on negotiation titled, “Getting to Yes!,” “Win-Win Negotiation,” etc. In my experience, however, the key to effective negotiation lies not in getting to “yes,” but getting to “no.” steelOr perhaps more accurately: before...
Read More

The Key to Successful Negotiating: “Getting to Yes?” Or, “Getting to No?”

Establishing ” and Testing ” Boundaries If you go to the Business section of any bookstore, you’ll see any number of books on negotiation titled, “Getting to Yes!,” “Win-Win Negotiation,” etc. In my experience, however, the key to effective negotiation lies not in getting to “yes,” but getting to “no.” Or perhaps more accurately:  before you...
Read More

The Key to Successful Negotiating: “Getting to Yes?” Or, “Getting to No?”

Establishing — and Testing — Boundaries If you go to the Business section of any bookstore, you’ll see any number of books on negotiation titled, “Getting to Yes!,” “Win-Win Negotiation,” etc. In my experience, however, the key to effective negotiation lies not in getting to “yes,” but getting to ‘no.” Or perhaps more accurately:  before you...
Read More
1 2 3

Archives