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The Problem Transfer Negotiation Tactic

The problem transfer negotiation tactic in real estate negotiation means to literally give your problem to the other party to solve. In doing so, you can open up the door to more exchanges that can create options for agreement.

For example, if the buyer’s agent presents comps that show a home is worth $290K, the buyer offer will not go higher than $290K. If the seller refuses to go below $300K, the buyer’s agent can call the seller’s agent and ask, “Have I overlooked something I can share with my buyer to support that price?” Or, “I am giving you opportunity to show us new information about why your sellers will not go lower.” This should lead to a more successful sharing of information.

If the seller’s agent balks at accepting the problem, try restating it with emphasis on shared benefit. “I need your help. I am trying to give you a chance to solve this problem of not going lower so that we do not lose the deal.”

The most successful counter to the problem transfer negotiation strategy is to hand the problem right back. Consider employing the “hero” negotiation tactic of emphasizing how good it will be for the other party to agree to your proposal or to solve your problem.

Another negotiation counter strategy is to indicate uncertainty on an issue in order to buy time. Put off or delay discussion of a specific point until some undetermined time in the future. “I am not sure the price issue will matter unless we settle the terms of seller financing.”