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negotiation tactic

“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...
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“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...
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Buyer Negotiating Tactic: “[$___ ] is All I Can Afford” (or, “A Lowball Offer By Any Other Name”)

Knowing (Maybe) What the Buyer Can Afford:  How Relevant for Sellers? As a listing agent (representing Sellers), one of the lamer Buyer pitches you occasionally hear is some variant of the following:  “I know the house is listed at (and worth close to) $500k, but I can only afford $400k . . . so that’s...
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“Getting Down to Brass Tacks”: Novice vs. Veteran Negotiators

Taking Yes Full Price For an Answer “He who governs least governs best.” –Thomas Jefferson “He who negotiates least negotiates best.” –Ross Kaplan Soviet dissident (and now Israeli politician) Natan Sharansky once explained how he and his fellow dissidents helped pass the time in solitary confinement. Adept at Morse code and held in adjacent cells, they...
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