Tag Archive for: buyers

Softening a stubborn haggler

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I intended to write the next issue of “Negotiating with difficult people.” However, I am compelled to respond to a question raised by several readers of my newsletter. Question: How do I deal with a person who is known for being a stubborn haggler? If I adopt a collaborative approach and be cordial, my opponent will […]

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Negotiating with difficult people, Part VI

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Pay careful attention to your opponent and look for signals. Recognize that not all of her needs may be readily evident.  These are usually unstated needs. A homeowner who will not cooperate with a real estate agent to help sell her house may turn out to have deep-seated uncertainty about selling. Realizing that, you might […]

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