Negotiating Tip # 107

  

In every seasoned negotiator’s career, there comes a moment when logic leaves the room.

I’ll never forget a transaction where a homebuyer—just days from closing—learned that the home had a past termite issue. It had long since been treated, left no damage, and was covered by a transferable warranty. Still, the buyer walked away from the deal—and his substantial deposit—based on something his late grandfather once said:

“If a place ever has termites, they’ll be back.”

No amount of data, warranty documentation, or professional reassurance could bring him back. The deal collapsed—not on facts, but on fear.

What Is Nonsense Negotiating?

Nonsense negotiating happens when one party takes a stance that defies reason, logic, or facts—and becomes emotionally anchored to it. Superstition, hearsay, or past beliefs override data and deal terms.

So, what do you do when you're face-to-face with a negotiator who’s abandoned common sense?

Strategies for Navigating Nonsense

1. Don’t Match the Madness

Frustration is natural—but letting it show only hardens the other side's stance. Stay composed. Avoid sarcasm or overt logic-bombing.

Consultant’s Tip: Ask thoughtful questions. Be curious, not combative.

2. Empathize to Disarm

People often hold irrational positions because they feel unheard—not because they’re irrational by nature.

Use phrases like: “I can see why that might raise concern.” or “That’s a fair question—others have asked it too.”

This keeps the door open for rational dialogue, without validating the nonsense.

3. Use a Trusted Third Party

A neutral voice can break deadlock more effectively than yours. Bring in a respected inspector, advisor, or mutual contact to restate the facts without emotional baggage.

Tip: Meet with them separately first. Let them meet with the other party separately later.

4. Know When to Pause

When someone says something questionable, don’t force a decision right then. Let them reflect before doubling down.

Pro Move: Suggest a break. Say, “Let’s take a breather and revisit this tomorrow.” Reflection dissolves nonsense better than rebuttal.

Anticipate the Irrational

Whether it’s a seller convinced their house is immune to market shifts or a buyer fearful of unlucky addresses, irrational behavior in negotiations is not rare—it's inevitable.

Success in these moments doesn’t come from overpowering the other side. It comes from staying calm, applying strategy, and knowing when to step back.

Final Thought

The best negotiators are more than tacticians—they’re guides through emotional minefields. When common sense exits the room, your approach becomes the key to rescuing the deal.

Be the voice of reason when everyone else is losing theirs.

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Want an Experienced Negotiator in Your Corner?

If you're entering a real estate transaction—especially one where emotions or irrational behavior are at play—I'd love to help you navigate it with clarity and strategy.

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