After forty-five years in this business, I've seen every kind of market and every type of negotiator you can imagine. One thing I've learned is that when a deal feels like it's hitting a brick wall, it's usually because we're only looking at the numbers on the page. When a seller or a vendor digs their heels in and says "no" to a price reduction, it isn't necessarily the end of the road; it's just an invitation to get a little more creative.

I want to talk to you about a strategy I've used for decades to bridge the gap when the price is firm: the "Throw-In."

The Art of the Extra

There will be times in our transaction where we ask, "Is that the best you can do?" and the answer is a resounding yes. Whether it's due to firm corporate policy or a seller's personal bottom line, that price isn't moving. In these moments, we don't just walk away. Instead, we expand the scope of what we're negotiating.

The "Throw-In" allows the other party to keep their pride (and their price) intact while ensuring you walk away with more value than you started with. It's a win-win that keeps the momentum of the deal moving forward.

How We Apply This in the Real World

The secret to a successful throw-in is preparation. We need to identify items that have high value to you but perhaps a lower "cost" or less emotional attachment for the other side. Some examples I've seen work beautifully over the years include:

Home Sales: If a seller won't budge on the final $5,000, we might condition our acceptance on them including that high-end riding mower, the custom patio furniture, or even a one-year premium home warranty.

Retail & Services: If a vendor won't discount their monthly service fee, we ask them to include free installation or a couple of months of upgraded features at no extra charge.

The "Deep Discount" Alternative: Sometimes the item isn't free, but we can negotiate it at a fraction of the cost. I've seen furniture dealers hold firm on a sofa price but "throw in" the matching end tables at 70% off just to close the ticket.

The Veteran's Approach

In my four and a half decades of doing this, I can tell you that how you ask is just as important as *what you ask for. We never demand. We don't use harsh language. We position it as a request for help to get the deal over the finish line.

When we approach a negotiation with a list of potential "throw-ins" ready to go, we aren't just reacting—we're leading. It allows both sides to shake hands and walk away feeling like they've made an excellent deal. Let's keep this tool in our back pocket as we move toward the closing table.

Want to sharpen your negotiating edge even further? I've spent decades refining these strategies, and I'd love to share my other negotiation tips with you. Whether you're buying, selling, or just looking to get better deals in life, these insights have proven invaluable to my clients. Reach out, and let's make sure you're equipped with every advantage when you step into your next negotiation.