Consultant Suggests This Negotiating Question: "What Can We Agree On?"
By Dr. Gary S. Goodman
Offended by a prospective purchaser of her home in an upscale town in Southern California, the seller rejected his offer outright, communicating through her broker that she didn’t want to see another offer from that “So and so.”
Too bad, because the property is truly something unique and special, with attributes you just don’t see everyday, or for that matter, everywhere.
But what killed the deal?
The buyer wanted to get a concession when it came to closing costs, which constitute a mere fraction of the overall cost of obtaining the property.
It reminds one of the Shakespearean reference in Richard III: For want of a nail, the horse was lost, and for want of a horse, the warrior was lost, and for want of a warrior the battle and then the war were also lost.
Piddling things account for so many undone deals, so many dashed hopes, and so many ruffled feathers and bruised egos.
How can we avoid such unpleasantness and seal more deals?
Try this line, before you break off your negotiations:
“What can we AGREE on?’
This serves three purposes:
(1) It focuses the parties on consensus, reminding them of what is not in question;
(2) It shows minor concerns to be just that, minor;
(3) And it enables both parties to sound positive, which is hard to do in a defensive atmosphere.
So, before storming away or feeling insulted, try just once to find areas of agreement.
It could be all you need to get back on track!
Best-selling author of 12 books and more than 900 articles, Dr. Gary S. Goodman is considered "The Gold Standard"--the foremost expert in sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses.