How do you handle a last-minute change of heart in negotiation? What can you do to work through this?

Top 3 negotiating tips from the expert

  1. In so many deals, money is important, but it’s not the most important element in a deal.
  2. Starting with a cold read is a powerful way to start any negotiation, you’re looking for a “that’s right” response, or they correct you.
  3. The avoidance of loss is twice as powerful of a motivating factor as the pursuit of gain.

In this clip, you’ll learn about a scenario facing objection and the importance of empathy and phrasing in dealing with it.

“The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control.” – Chris Voss

Watch the full episode here!

Negotiating as an art

There are many approaches in a negotiation. There is a soft approach in negotiation, and you shouldn’t always try to go directly for your end goal. It is important to give the other side the illusion that they are in control.

There is great importance in letting the other side know personal information about yourself to tap into emotions. Tactical empathy is key.

It is critical to learn the important difference between someone saying, “That’s right.” Rather than, “You’re right.” Mirroring and repeating the last three words that someone has said to you is also large part of negotiating.

Use emotions to your advantage

Emotions are the most powerful tool in negotiation, more important than money.

It’s important to present yourself as a real person, so you can tap into the emotional undercurrent of the person. One of the key elements of negotiation is letting the other person feel as though they are in control of the conversation, and you can do this by letting the other person speak first.

If you do it this way you, are already in the process of gaining the upper hand.

Matt Johnson is the co-host of Real Estate Uncensored, a podcast and video training series for real estate agents. He is also the founder of Pursuing Results, a podcast production firm. 

Show Comments Hide Comments
Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Thank you for subscribing to Morning Headlines.
Back to top
Only 3 days left to register for Inman Connect Las Vegas before prices go up! Don't miss the premier event for real estate pros.Register Now ×
Limited Time Offer: Get 1 year of Inman Select for $199SUBSCRIBE×
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription