Homes Juegos Carreras Real Estate Investing | The Pizza Secret – Winning Sales Negotiations

homes Recently I was talking with some friends of mine who are planning on using the current depressed real estate market to “trade up” and get a bigger / better house. They were lamenting the fact that this process was going to require them to negotiate with the sellers . They had come to me because they knew that I teach others how to use negotiation to quickly close bigger deals.

What they wanted to do was use that ” win-win ” technique that they had heard others talking about and they wanted me to teach them how. Sigh. Nothing in life is ever as easy as it seems, but from this experience I thought there were a few key points that you might be interested in…

juegos carreras The Negotiating Pizza
When I started talking with my friends about the house that they wanted to buy, I kicked off the conversation by asking them what they wanted to get out of the negotiations that they knew would be required. They said that price meant everything to them – they could only afford to spend so much money.

Dear reader, clearly we were starting off on the wrong foot. The problem is that my friends were looking at the negotiations for the house that they wanted as a pizza. Assuming that that pizza had been cut into 10 slices, they wanted to make sure that they came out of the negotiations with at least 6 pieces and not 4 pieces. This is not win-win negotiating.

In their quest to get the house that they wanted at the lowest possible price, my friends were approaching the negotiations as a contest – a contest that would have a clear winner and a clear loser . No wonder they were nervous!

real estate investing I didn’t know the name of this sales negotiation tactic at the time, but I do now. It’s called the “Escalating Authority” tactic. This tactic uses the need to have a deal approved by a reluctant higher authority in order to gain more concessions from the other side of the table.

One should be confident and persistent during a negotiation but never abrasive. Application of gentle persistent pressure, will see the other party concede and you get your result.

Be on guard against standard terms being portrayed as concessions by the seller.

If you want a regular supply, over long periods, you can use this as a bargaining tool. If the supplier is unwilling to reduce the price, you can ask for better payment terms or delivery.

The party that this tactic is being used on is not without defenses. There are several counter measures that can be put in place in order to diminish or eliminate the effectiveness of this sales negotiation tactic:

• Match the other side: bring your higher level people to the table when they say that they need to go to their higher level people.
• Walk out.
• Bypass the other side of the table and go directly to their senior management.
• Manage the expectations of a quick resolution on your side of the table.
• Communicate to your side of the table what tactic is being used against you and let them know that one of its goals is to lower their expectations for the outcome of this sales negotiation.
• Don’t repeat yourself. Force the other side of the table to relay all that you have said to each higher level of their management.

In the end, the Escalating Authority tactic is a fairly crude negotiating tool that is used most often by amateur negotiators. It can be countered easily and effectively. Keep your eyes open and make sure that you spot it when someone starts to use it on you – the best Escalating Authority tacic defense is a good offense You can be published without charge. You can to republish this article in your website or blog. Please provide links Active.