In my last post, I reviewed the first two of my Five Golden Rules. Let’s now take a closer look at the remaining three: Golden Rule Three: Employ “Fair” Objective Criteria “I just want what’s fair and reasonable,” a friend said in the midst of his...
My Five Golden Rules of Negotiation provide the essential building blocks for every negotiation. They are: 1. Information Is Power—So Get It 2. Maximize Your Leverage 3. Employ “Fair” Objective Criteria 4. Design an Offer-Concession Strategy 5. Control the Agenda...
Most people negotiate instinctively. They rely on their intuition or “gut.” They negotiate in an “off-the-cuff” manner and, while some are better at this than others, the typical result is that money and other important interests are left on the table. The best...
How much should a home buyer or seller pay their real estate agent? Historically, the answer was 6% of the home sale price, split equally by the seller’s and buyer’s agents. But that amount was basically set by the National Association of Realtors, real estate agents’...
