Negotiating a Home Sale Using The Power of Relationships

Plan B and Plan C, alternatives to any deal you are negotiating, are what we call BATNAs in negotiating parlance. BATNA – the Best Alternative to a Negotiated Agreement – means you have leverage, and power, at the table. A BATNA is a well-conceived plan that you are willing and able to execute if no agreement can be reached.

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A win-win negotiation is a careful exploration of both your own position, and that of your opposite number, in order to find a mutually acceptable outcome that gives you both as much of what you want as possible. If you both walk away happy with what you’ve gained from the deal, then that’s a win-win!

When Steven Cohen, president of the Negotiation Skills Co., first visited a home that was for sale in 1981, he noticed that the property had no furniture or heat. "That gave us a little bit of a sense of the degree to which the people wanted out and gave us a heck of a lot more bargaining power," Cohen says.

In your next sales meeting. Consider using one, even if it’s not required. Insist on pre-approvals. If a buyer isn’t ready, willing and able to purchase a home, they’ll be at a significant.

 · While suggesting to remove features or services is pretty simple and doesn’t take a lot of "sales courage," suggesting to cancel the sale all together takes a lot of confidence. Similar in nature to the hard close technique, using the Take Away Close to suggest canceling the sale is a last-ditch effort to close a sale.

Building a strong relationship with a customer is foundational to successful selling, and a great relationship begins with developing rapport. remember these three simple techniques to help you build rapport on your next sales call: mirroring and matching,

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Three Main Types of Power in Negotiation. Two types of power spring from objective features of the bargaining process. First, power is often defined as a lack of dependence on others. This kind of power in negotiation corresponds to one’s BATNA, or best alternative to a negotiated agreement. When an individual has a strong BATNA going into a negotiation, she is less dependent on the opposing party to reach her needs than she would be if she had a weak alternative or no alternative at all.