There are nine parallel universes, but since we know which one WE are in
- not bothered, only buying it if it’s a bargain
- would like a deal
- desperate to have it, will pay anything
then there are only three possible options in each of our three universes…..
- A- they are desperate to sell
- B – they’ll come down a bit
- C – they aren’t going to budge from their price
We don’t know what the seller’s situation is. If only we did! (If we can find it out, in the ‘casual’ chat before the negotiation, then that would be GREAT!)
There are three starting situations we might have, listed down the side. Our strongest position is when we don’t really want the house (or whatever we might be buying) – we’ll only buy it if we get a bargain.
What we learn from this that whatever your situation, you don’t know theirs, so you must act on the assumption that they MIGHT be desperate to sell, so you must open BELOW the lowest price you might get (and the reverse if you’re selling). Your opening offer is not connected to your situation at all, it’s all about them and what they might be feeling. Otherwise you could lose out on an amazing bargain. But it then follows that you must be able to crumble back to only a small amount off, or even the opening price, if you’re prepared to pay that much, and the way to do that is by trading (which justifies your initial offer), and also being nice – blame your opening offer on yourself not on them and their greedy price, even if that’s how you tell feel about it. it’s never good to antagonise the other party!
More information on this stuff here – books, open courses, online courses etc