NEGOTIATING 101: NEVER SAY NO

So let's talk about savvy negotiating for a moment...

This tip is so unbelievably simple. So simple, I feel like I'm going to have to explain myself.  Here it is... you ready?

NEVER SAY NO.

That's it.  Simple, isn't it?  Never - ever - say no to a deal flatly. Why?  Because 'No' kills a deal in its tracks.  If you think about it, the only time a deal dies in negotiating is when one of the parties says 'No'.  As long as no one has said no yet, you're still negotiating. 

But there's a bit more to it than just that. What it comes down to is your average person's aversion to loss.  Most people will work harder to avoid loss than to achieve gain. There have been a multitude of scientific studies that have demonstrated - in a vast variety of ways - that people are more adverse to losing something they have than they are attracted to something they don't have. 

How does this translate into negotiating?  It's simple. If you say no, you're taking the decision away from the other party.  "Oh well, they didn't accept our offer", and life goes on.  But if you MAKE THEM SAY NO to your offer, they have to give something up.  They have to LOSE the offer - your offer - that's in front fo them. That's much harder to do.  

So what do you do if you've gone back and forth - inching up or down - and you're not prepared to move another nickel?  If all else fails, counter with your last offer.  The one they just countered (and, in a sense, rejected by countering).  Don't say no to their counter.  Just counter back with your most recent offer again.  That will send a clear sign that you're not prepared to keep negotiating, but it will also put them in the difficult position of having to say no to you.

Will it work?  Maybe, sometimes.  It certainly won't work every time.  But I can assure you this... it will work more often than saying 'No' will.  You can take that to the bank. 

Josh Nekrep

Josh Nekrep

REALTORĀ®
CENTURY 21 Carrie.com
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