The Harvard Negotiation Project conceived of a groundbreaking approach that helps both sides in a negotiation get more of what they want. In this “Interest-Based Negotiation,” or Principled Negotiation, parties are encouraged to explore their interests to achieve mutually beneficial outcomes. This method has dramatically boosted my offer acceptance rates, and I hope it helps you do the same.
Here are a few tips to improve your offers via Interest-Based Negotiation:
1. Objective Criteria. Provide impartial, factual information as support for your offer. For instance, you could present comparables, cost estimates, industry standards, and market values as independent, fair reasoning for your proposed offer.
2. Interests. Determine why the other party wants to sell their property, or is hesitant to sell. What are the other party’s needs and desires? This will enable you to incorporate creative solutions that capture the other party’s motivations.
3. Win-Win. Craft an offer that focuses on as many interests as possible, leverages objective criteria, and creates opportunity for mutual gain.
You can have negotiations where both parties are satisfied, and I’m here to help. Whether you’re a first-time buyer, motivated seller, seasoned investor, ambitious agent, or anywhere in between, I look forward to working together!