Hamilton Real Estate

Hamilton Real Estate

Negotiation Analytics 

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BATNA Reservation Values ZOPA

BATNA

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Various alternatives available Values associated to each Select best alternative

Seller’s RV

Deception

Defend

ZOPA

$42.65 million Seller’s RV

$60 million Buyers' RV

ZOPA Buyer’s ZOPA

Seller’s ZOPA

$42.65 million Seller’s RV

$60 million Buyers' RV

Critical Role of Information  

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Pre-negotiation sources of information Buyers political hold Time taken to get on table Intent of Seller – Divesting in real estate.

Be prepared for Toughest Questions

Opening Offer 

Should you make the opening offer?

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It acts as an anchor around with the counter offers are going to revolve upon

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But it might back fire if the proposed price was less than seller’s ZOPA

Managing Outcomes & Relationships 

Dealing with a generous offer - Accept or bargain

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Quoting a very low price

Important points for negotiation  

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Avoid making unilateral concessions Be comfortable with silence Define what it means to reciprocate Make contingent concessions Beware of diminishing rates of concessions