Walk Away a Winner: Always Give Yourself an Alternative This rule is all about leverage in negotiation. If you follow it, you’ll have leverage. If you don’t, you will not get the deal you want because you won’t have the leverage necessary to get it. The classic example here is of a young couple who … Read more
Control Time As we all know, time passes. It tends to slip away. And unless we’re in control of what happens with time, particularly when we’re involved in negotiations, it can do us in. Consider the professional football team that’s down by three points in the last two minutes of the game. A good quarterback, … Read more
Negotiating a Successful Deal: Conclusion No, Sondra and Dana were not Donald Trump, who might have ended up owning all three houses if he had been involved in the deal! But, then again, presumably neither are you. When negotiating in real estate, it’s very important to keep your eye on the donut and not the … Read more
Negotiating a Successful Deal Everything in real estate is negotiable. That includes the price, the terms, the appliances, the commission, the light fixtures and, in some strange cases, even the pets! However, the word negotiable is not magic. It doesn’t mean you’ll always get what you want. If you’re a buyer who wants a 15 … Read more
