REALTOR® Magazine Online: Negotiating Scenarios Idea Sheet

			SALES MEETING TOOL KIT: NEGOTIATING RESOLVABLE DIFFERENCES
	Component1: Facilitator talking points Component 2: The Negotiating Agenda Component 3: Handout 1, Tips for Better Negotiations Component 4: Activity 1, Emotion vs. Logic Component 5: Activity 1, Emotion vs. Logic Idea Sheet Component 6: Activity 2, Reading Non-Verbal Signals Component 7: Activity 2, Reading Non-Verbal Signals Answer Sheet Component 8: Handout 2, Avoiding an Impasse Component 9: Activity 3, Negotiating Scenarios Component 10: Activity 3, Negotiating Scenarios Idea Sheet Component 11: Handout 3: Responding to Common Objections Other Resources		Component 10: Activity 3, Negotiating Scenarios Idea Sheet Directions: Read each scenario and suggest a way to respond that would counter the tactic. Tactic: *A sense of urgency* Other side says: If your client makes an offer on a property, the seller’s representative might say: “I must warn you that we have gotten several offers and your offer is pretty low.” Your response: “We are anxious to hear if your client accepts our offer or has a counteroffer.” OR “I’m pretty sure that our offer is comparable to the sale prices of other homes in the neighborhood.” Tactic: *Money problems* Other side says: If they like a property but want to negotiate price, interested buyers might say: “I’d love to pay the asking price, but there is a salary freeze at my company (or did not get the expected promotion, unexpected expenses came up), and this much as I can afford to pay.” Your response: “We might be able to defer part of the purchase price and take it back as a land contract.” OR “We might be able to lower the price if we didn’t include the appliances.” Tactic: *Lower commission* Other side says: Will you’re negotiating the listing agreement, the sellers might say: “We need the full amount of the sale price to afford our new house (we need to be able to afford to get the house presentable, we need extra money to fix up our new place), so I can’t pay you a full commission.” Your response: “If you’ll recall, when you listed your property with me, I showed that I spend an average of XXX hours selling your property and helping you close the deal. Don’t you think that $XX is a reasonable price for that amount of work.?” OR “I certainly understand your need for the extra funds. Perhaps you should talk to your lender about making a slightly lower downpayment so you will have the extra cash you need.” Component 11, next page >