Sublime

People: Separate the people from the problem. Interests: Focus on interests, not positions. Options: Invent multiple options looking for mutual gains before deciding what to do. Criteria: Insist that the result be based on some objective standard.

Lead the discussion by being assertive and open-minded.

Other times, I identify the companies I’m interested in and recruit an intermediary to reach out to the owner, letting them know that they are working with a buyer that specifically researched and put together a list of just a few companies, and their name was on it. This allows for the professionalism of a broker, but also, they are putting their

The other risk is that your first offer is too conservative, so you unknowingly give away a substantial piece of the ZOPA in your very first move.

If possible, help the other side redefine the principle so your case falls outside its scope.

In the

We were asking $5,495,000 and expected to get about $5,000,000. One offer was at $4.6 million, and the prospective buyer used his aggressive business partner to open negotiations. The partner’s in-your-face style and nitpicking criticism of the house was designed to beat down the price. He alienated us and our agent. The other offer was for $5

Should you always make a first offer in order to make use of the anchoring phenomenon? Not quite. There are two distinct risks in making a first offer. One risk is that you anchor too aggressively, well outside the ZOPA.

The goal is to identify what your counterparts actually need (monetarily, emotionally, or otherwise) and get them feeling safe enough to talk and talk and talk some more about what they want.