Negotiation Tip: Never Say a Thing, Just Ask by Rick Ootan

How do you make people own and want things while accepting everything you say is true? The key is to never say a thing, just ask questions instead. You need to ask questions so you'll know what the problem is about, and of what the person is trying to attain. It is a must that you learn what solutions are suitable to the seller, what the objectives are and of what they are trying to attain and what they are trying to get rid of. You can do a lot of things in a deal but these should be suitable to where the seller wants to go, and of what they want to get rid of so the seller becomes emotionally satisfied with the solutions you are offering them.

If ever the solution does not offer any emotional satisfaction towards the seller, then what you're saying is pointless. If you have not understood the primary concerns of the sellers, they will often tell you, "We need to think about the deal". In short, what they are really trying to say is NO. It is because they feel that you have enforced a deal that they don't want to take part of and they feel that it's not identifiable with them. Actually, the buyer or the seller can not psychologically give in to the deal you're offering and so they politely say, "I need some time to think about it" - which is a refined way of saying no.

So, that's why it's highly essential to avoid saying too much and just ask questions instead. This way, you can find out about the people's different concerns and wants. When you are entering into a negotiation with someone, you have to be the one asking the questions. These questions will help you discover how important a certain solution is to them. So, ask questions like, "What is it that you are doing now?", "What is it you want to move away from?" and "What is it we want to move towards and why?" One possible answer could be the seller to earn money out of the property and so it's good that you learn of what they want to attain while making use of that money - that way, you can offer them the best possible solutions.

But people are not doing things for money. Instead, it's what the money will be doing for them and of how it makes them feel. Money is logical and so people feel nothing towards it. But money does something to them - either it makes them feel good or bad. That is why when someone says they want money, it's important for you to know the reason why they want the money. Knowing what they want to achieve will lead you to knowing their emotion and so you'll understand how it makes them feel. It's never about the money; it's the feeling that it gives you!