| Imagine for a moment that you own a
| |
| | reads the offer quietly, and when he's
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| sailboat, and you're desperate to sell
| |
| | finished he slides it thoughtfully back
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| it. It was fun when you first got it, but
| |
| | across the table, scratches above one
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| now you hardly ever use it, and the
| |
| | ear, saying something like, "I don't
|
| maintenance and slip fees are eating you
| |
| | know. Of all my properties, I have very
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| alive. It's early Sunday morning, and
| |
| | special feelings for this one. I was
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| you've given up a chance to play golf
| |
| | thinking of keeping it and giving it to
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| with your friends because you need to be
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| | my daughter for her college graduation
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| down at the marina cleaning your boat.
| |
| | present and I really don't think that I
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| You're scrubbing away and cursing your
| |
| | would part with it for anything less than
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| stupidity for ever having bought the
| |
| | the full asking price. You understand;
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| boat. Just as you're thinking, "I'm going
| |
| | this particular property is worth a great
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| to give this turkey away to the next
| |
| | deal to me. But look, it was good of you
|
| person who comes along," you look up and
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| | to bring in an offer for me and in all
|
| see an expensively dressed man with a
| |
| | fairness, so that you won't have wasted
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| young girl on his arm coming down the
| |
| | your time, what is the very best price
|
| dock. He's wearing Gucci loafers, white
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| | that you feel you could give me?" Many
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| slacks, and a blue Burberry's blazer
| |
| | times, I saw him make thousands of
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| topped off with a silk cravat. His young
| |
| | dollars in just a few seconds using the
|
| girlfriend is wearing high heels, a silk
| |
| | Reluctant Seller philosophy.Power
|
| sheath dress, big sunglasses, and huge
| |
| | Negotiators always try to edge up the
|
| diamond earrings.They stop at your boat,
| |
| | other side's negotiating range before the
|
| and the man says, "That's a fine looking
| |
| | real negotiating ever begins.I remember
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| boat. By any chance is it for sale?"His
| |
| | an oceanfront condominium that I bought
|
| girl friend snuggles up to him and says,
| |
| | as an investment. The owner was asking
|
| "Oh, let's buy it, poopsy. We'll have so
| |
| | $59,000 for it. It was a hot real estate
|
| much fun."You feel your heart start to
| |
| | market at the time and I wasn't sure how
|
| burst with joy and your mind is singing,
| |
| | eager the owner was to sell or if they
|
| "Thank you, Lord! Thank you,
| |
| | had any other offers on it. So, I wrote
|
| Lord!"Expressing that sentiment is not
| |
| | up three offers, one at $49,000, another
|
| going to get you the best price for your
| |
| | at $54,000 and a third at $59,000. I made
|
| boat, is it? How are you going to get the
| |
| | an appointment to meet with the seller,
|
| best price? By playing Reluctant Seller.
| |
| | who had moved out of the condominium in
|
| You keep on scrubbing and say, "You're
| |
| | Long Beach and was now living in
|
| welcome to come aboard, although I hadn't
| |
| | Pasadena. After talking to her for a
|
| thought of selling the boat." You give
| |
| | while, I determined that she hadn't had
|
| them a tour of the boat and at every step
| |
| | any other offers and that she was eager
|
| of the way you tell them how much you
| |
| | to sell. So I reached into my briefcase,
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| love the boat and how much fun you have
| |
| | where I had the three offers carefully
|
| sailing her. Finally you tell them, "I
| |
| | filed and pulled out the lowest of them.
|
| can see how perfect this boat would be
| |
| | She accepted it, and when I sold the
|
| for you and how much fun you'd have with
| |
| | condominium a few years later, it fetched
|
| it, but I really don't think I could ever
| |
| | $129,000. (Be aware that you can do this
|
| bear to part with it. However, just to be
| |
| | only with a "For Sale by Owner." If a
|
| fair to you, what is the very best price
| |
| | real estate agent has listed the
|
| you would give me?"Power Negotiators know
| |
| | property, that agent is working for the
|
| that this Reluctant Seller technique
| |
| | seller and is obligated to tell the
|
| squeezes the negotiating range before the
| |
| | seller if he's aware that the other side
|
| negotiating even starts. If you've done a
| |
| | would pay more. Another reason why you
|
| good job of building the other person's
| |
| | should always list property with an agent
|
| desire to own the boat, he will have
| |
| | when you're selling.)
|
| formed a negotiating range in his mind.
| |
| | So, Power Negotiators always play
|
| He may be thinking, "I'd be willing to go
| |
| | Reluctant Seller when they're selling.
|
| to $30,000, $25,000 would be a fair deal
| |
| | Even before the negotiation starts, it
|
| and $20,000 would be a bargain." So, his
| |
| | squeezes the other side's negotiating
|
| negotiating range is from $20,000 to
| |
| | range.Remember that when people do this
|
| $30,000. Just by playing Reluctant
| |
| | kind of thing to you, that it's just a
|
| Seller, you will have moved him up
| |
| | game that they are playing on you. Power
|
| through that range. If you had appeared
| |
| | Negotiators don't get upset about it.
|
| eager to sell, he may have offered you
| |
| | They just learn to play the negotiating
|
| only $20,000. By playing Reluctant Seller
| |
| | game better than the other side.Key
|
| you may move him to the mid-point, or
| |
| | points to remember:Always play Reluctant
|
| even the high point of his negotiating
| |
| | Seller.Playing this Gambit is a great way
|
| range, before the negotiations even
| |
| | to squeeze the other side's negotiating
|
| start.One of my Power Negotiators is an
| |
| | range before the negotiation even
|
| extremely rich and powerful investor, a
| |
| | starts.The other person will typically
|
| man who owns real estate all over town.
| |
| | give away half his or her negotiating
|
| He probably owns real estate worth $50
| |
| | range just because you use this.Roger
|
| million, owes $35 million in loans, and
| |
| | Dawson
|
| therefore has a net worth of about $15
| |
| | Founder of the Power Negotiating
|
| million. Very successful-what you could
| |
| | Institute
|
| justifiably call a heavy hitter. He likes
| |
| | 800-932-9766
|
| wheeling and dealing.Like many investors,
| |
| | Dawson is the author of two of
|
| his strategy is simple: Buy a property at
| |
| | Nightingale-Conant's best selling
|
| the right price and on the right terms,
| |
| | audiocassette programs, Secrets of Power
|
| hold onto it and let it appreciate, then
| |
| | Negotiating and Secrets of Power
|
| sell at a higher price. Many smaller
| |
| | Negotiating for Salespeople. This article
|
| investors bring him purchase offers for
| |
| | is excerpted in part from Roger Dawson's
|
| one of his holdings, eager to acquire one
| |
| | new book - "Secrets of Power
|
| of his better-known properties. That's
| |
| | Negotiating", published by Career Press
|
| when this well-seasoned investor knows
| |
| | and on sale in bookstores everywhere for
|
| how to use the Reluctant Buyer Gambit.He
| |
| | $24.99.
|
