verboten. But you have to be able to improvise. If you feel
in control of a negotiation, you can do two or three moves at
a time. Don’t let the rules ruin the flow.
“Let me try and move along with you: how about
$1,790 for 12 months?”
The agent paused.
“Sir, I understand your concerns, and what you said
makes sense,” he said. “Your number, though, is very low.
However, give me time to think this out and we can meet at
another time. How does that sound?”
Remember, any response that is not an outright rejection
means you have the edge.
Five days later the two met again.
“I ran the numbers, and believe me this is a good deal,”
the agent started. “I am able to offer you $1,950 a month for
a year.”
Mishary knew he’d won. The agent just needed a little
push. So he praised the agent and said no without saying,
“No.” And notice how he brilliantly mislabels in order to get
the guy to open up?
“That is generous of you, but how am I supposed to
accept it when I can move a few blocks away and stay for
$1,800? A hundred and fifty dollars a month means a lot to
me. You know I am a student. I don’t know, it seems like
you would rather run the risk of keeping the place
unrented.”
“It’s not that,” the agent answered. “But I can’t give you
a number lower than the market.”
darren dugan
(Darren Dugan)
#1