It all has to do with Negotiating - Posted by Dirk Roach
Posted by Dirk Roach on April 11, 1999 at 10:37:10:
Chances are the seller will NOT want to put up any of his own money at all. Fine, but in stating this he has now put himself in a perceived position of being unfair, in asking that you yourself do something that he is not willing to do. And why should you do something that he is not willing to do?
What I was doing in my earlier post (above) is leveling the playing field, in the negotiations.
In negotiating there are only 3 crucial elements needed to be successful which are always present:
1.) INFORMATION. One side seems to know more about the other and their needs than the other side knows about themselves and the other sides needs.
2.) TIME. One side doesn’t seem to be under the same kind of organizational pressure, time constraints, and restrictive deadlines that the other feels that they are under.
3.) POWER. One side always seems to have more power and authority than the other side has.
But remember all POWER (in negotiating) is perceived.
In the above scenario, what you have done is shown that you are in a position of power. Walk away power. You are not desperate to do this deal. In fact there are deals all over the place, however (you have lobed the tennis ball back into their court) if they are not serious in selling their property, why would you waste you time.
What you’ve done is change the perceived commodity. The seller thinks that they are in the driver’s seat because they have what you want. What I was trying to point out is it’s all a matter of Perception, Don’t you really have what they want, which is the ability to get the property off their hands.
Anyhow I hope that helps,