Consultant Suggests This Negotiating Question: "What Can We Agree On?" |
Offended by a prospective purchaser of her home in an upscale town in Southern California, the seller rejected his offer outright, communicating through her broker that she didn't want to see another offer from that "So and so."
Too bad, because the property is truly something unique and special, with attributes you just don't see everyday, or for that matter, everywhere.
But what killed the deal?
The buyer wanted to get a concession when it came to closing costs, which constitute a mere fraction of the overall cost of obtaining the property.
It reminds one of the Shakespearean reference in Richard III, when the bard said: For want of a nail, the horse's shoe was lost, and for want of a horse, the warrior was lost, and for want of a warrior the battle and then the war were also lost.
Piddling things account for so many undone deals, so many dashed hopes, and so many ruffled feathers and bruised emotions.
How can we avoid such unpleasantness and seal more deals?
One simple line can save the deal, according to Dr. Gary S. Goodman, top speaker, international consultant, and best-selling author.
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