Finding out what the other party – the seller – really needs, so you can meet that need! Often is has nothing to do with price. It may be that they want to move to live near their mother who is ill! Maybe they really need the down payment for an apartment. You don’t know that until you ask open-ended questions – like “Why do you want to sell?” You’ll find out a lot of information with that one simple question.
Negotiation Skill – Video 2 of 5
