ROBERT SHEMIN HOW TO BECOME AN EXPERT NEGOTIATOR
START OUT WITH BUILDING RAPPORT
Everything runs much more smoothly if you actually build a relationship with the person you have in front of you. Don’t be fake. You have to mean it. It’s not that hard. Everybody is interesting in his or her own way. Everyone has a story.
KEEP IT SIMPLE Don’t over-complicate things. You don't’ need complicated strategies and verbal acrobatics. Be yourself. Talk to them like you would talk to your friend. People tend to come out presenting all the things they want without even finding out what the other person’s situation is.
REPEAT!
Yes, don’t ask once. Ask a few times. OK, well, can you do a little better? What’s really the least you would take if I can close quickly? You will be surprised what a few rounds will do to lower a price that was originally “non-negotiable.”
NEGOTIATE ON EVERYTHING.
Not only on price but on terms. Everything is on the table. What else is there that you might be able to sell? Can they do owner financing? How about closing costs? Negotiating can be fun if you make it. As in everything you’ll get better with practice so start now!
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