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Self-Interest Persuasion Principle

The first in a Series of Persuasion Principles offered by the RENI, we set out to examine the Self-Interest Persuasion Principle in detail. The principle of self-interest states that people are more likely to do something if they perceive it to...

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Negotiation and Persuasion – Same or Different?

Some people think of negotiation and persuasion as the same thing. While persuasion can be an effective negotiation technique, they are distinct activities. Negotiation can be defined as two or more people interacting to reach agreement on one...

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When Your Seller Wants to Over-List

As a real estate professional you know that over listing a property is almost always non-productive. If your comparative market analysis shows that the fair market value is significantly lower than the list price, then few buyers will bother to...

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Who Can Negotiate Short Sales?

A popular question in our Ask the Expert section as well as from our students: Who can legally negotiate a short sale for profit? The answer is complicated and dependent on the state where you live. The recent FTC MARS regulations are at the he...

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Anchors in Negotiations

The notion of an anchor in real estate negotiations refers to the asking price of a home or the first offer. The idea is simple, that the negotiation is then tied to – anchored at – that fixed starting point.

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