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Tough Offers Negotiating - A True Story
It’s one of the most interesting parts of my job.  When an Agent that I coach is in the middle of a tough negotiation I ask them to call me. Debbie did.
The asking price was $769,000.  The offer came in at $625,000.  
Debbie is smart and talented.  As the owner’s anger and frustration arose, Debbie calmly explained that, “All offers are good offers,” that in this market Buyers feel that owners may be desperate.  The key is that she kept the owner objective. 
She did not disparage the offer, the other Agent or the Buyer.  She didn’t compliment them either.  Instead she kept it objective.
The owner countered at $725,000.  The Buyer came back at $640,000.  Again, as you might expect the owner was angry and frustrated. Again, Debbie kept her cool and told him.  “I want to be as upset at you are but my job is to keep my eye on the goal of getting you the price you need to get the job done.  So, let’s decide do we want to tell them we won’t respond until they raise their offer?  Do we want to make a small concession and keep inching closer?  Or do we want to go to or close to your bottom line and send the message that we want ... more

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