Medford Village | Medford | Burlington County | NJ | Buying a Home - Negotiations

Yesterday I was speaking with another agent in my office about negotiating, and the topic of silence came up. This is one of the true secrets of success in face to face negotiations. The secret is that after you have stated your case and asked for what you want, Shut Up. I've often read, and seen in practice, that the first one to speak after an offer in made loses. Sometimes I'm amazed at the power of this technique. I was speaking to a potential seller about a property that I was considering purchasing earlier today, and after he stated his asking price I just stayed quite. After a few moments, without me saying a word, he was defending the price, and actually lowered it on the spot. This isn't the first time that I've experienced this, but it still amazes me how this simple technique really works. I think it's often because people are uncomfortable with silence, and most people are uncomfortable negotiating in general. They start talking to try to relieve the tension, and inadvertently they give up more than they had planned.

This technique is more difficult to employ when acting through an agent, but similar tactics can be used. this is one reason why it's important to hire an agent who is well versed in negotiating to represent your best interest. Give me a call if you'd like help negotiating your next purchase or sale.

Joseph Cacciapaglia, MLERE
Realtor Associate®
R&I Realty
15 Potter Street
Haddonfield, NJ 08033
Office: 856.795.3111 x268
Cell: 979.218.2286
Jcacci1@gmail.com