Herb Cohen, author of Negotiate This, and this advisor to presidents Carter and Reagan shares his best lines:
“How did you come up with that number?” opens a window in the other’s side’s thoughts. (That is just perfect to say to homeowners selling their houses even investors who are trying to wholesale or assign the contract to you.)
“Where were we?” Look like you care but not that much.
“Let me check with my wife.” Or my husband, my boss, my banker. Stops you from saying YES prematurely. (Full Disclosure: I use this line all day; so does Nora on everything under the sun we buy even on REO Realtors or Loss Mitigation officers)
“Huh? Wha?” Pretend you don’t understand and others will talk. (One of my buddies uses it all day long on everybody he is negotiating with. He got me couple of times too till I read the above. I can’t wait to kick his ass next time by going silent next time he tries this to me.) :-)
“If things change, give me a call.” By willing to walk away – and the put the burden on them. ( I love this one and if a Real estate agent is trying to get you by saying that they have "mulitple offers" on the property that you just looked, dont be afraid and use this one if you dont want to pay what they are asking.
Source: Fortune Magazine, October 20, 2006.
