Managing Status In A Negotiation Part II

Know the other side’s benchmark

It’s also important to consider who or what your negotiating opponent has selected as a yardstick. In all likelihood, she wanted favorable comparisons, which may cause her to be overly optimistic about what she can achieve. If so, try to help her adjust her aspirations and work with her to agree on reasonable comparables.

This is one of the essential roles that agents play. While home sellers’ agents tend to choose somewhat pricier comparable properties than do buyers’ agents, they usually have enough experience to know that an overly optimistic assessment will not help a client reach a satisfactory deal.

For developing an ability to negotiate skillfully, check out “The World Is A Bazaar – Life Is A Negotiation.”

Satish Mehta

Author, Speaker, Coach
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