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Product Description
They say you make your money when you buy, not when you sell. Savvy negotiators know how to knock thousands – sometimes tens of thousands – of dollars off the price of the properties they buy.
Some people wait years for that kind of capital gain, but smart negotiators create equity in an instant when they sign on the dotted line after driving a hard bargain. In this fascinating, information-packed audio CD, solicitor and property investor Rob Balanda reveals the powerful techniques you need to save (and make) thousands of dollars by astute negotiating.
Contents include:
The two fundamental schools of negotiation
* The Win-Win School
* The Hard Bargaining School
* The Reality
Applying negotiating techniques to different methods of sale
* Auctions
* Private sales
* Expressions of interest
* Sales by tender
Power negotiating
* Where to start
* You need information
* Questions
* The power of the real estate agent
* Listing agent/selling agent
* Time as a weapon in the negotiator’s arsenal
* Dealing with the seller direct
* Should you put your offer in writing?
* Revealing/concealing your bottom line
* Playing the game when you shouldn’t be
* When it’s time to walk away
* Substantiating your offer
* Dealing with the decision-maker
* The myth of the big deposit
* The ’big talker’
* The ghost theory
* Using conditional clauses to drive the price down
* Beware of splitting the difference
* Don’t blink first
* Let’s cut to the chase
* The rule of diminishing concessions
* The amount of your first offer
* Creating doubt
Some people wait years for that kind of capital gain, but smart negotiators create equity in an instant when they sign on the dotted line after driving a hard bargain. In this fascinating, information-packed audio CD, solicitor and property investor Rob Balanda reveals the powerful techniques you need to save (and make) thousands of dollars by astute negotiating.
Contents include:
The two fundamental schools of negotiation
* The Win-Win School
* The Hard Bargaining School
* The Reality
Applying negotiating techniques to different methods of sale
* Auctions
* Private sales
* Expressions of interest
* Sales by tender
Power negotiating
* Where to start
* You need information
* Questions
* The power of the real estate agent
* Listing agent/selling agent
* Time as a weapon in the negotiator’s arsenal
* Dealing with the seller direct
* Should you put your offer in writing?
* Revealing/concealing your bottom line
* Playing the game when you shouldn’t be
* When it’s time to walk away
* Substantiating your offer
* Dealing with the decision-maker
* The myth of the big deposit
* The ’big talker’
* The ghost theory
* Using conditional clauses to drive the price down
* Beware of splitting the difference
* Don’t blink first
* Let’s cut to the chase
* The rule of diminishing concessions
* The amount of your first offer
* Creating doubt
Additional Information
| Author | Robert Balanda |
| Published In | Australia |
| Year Published | 2004 |
