Negotiation Book Recommendations

[Shane W.]

Hi guys,

Just looking for some books to master the art of negotiating.

Any suggestions?

Thanks.

[Brian Larson]

Hey Shane,

I have never read any RE only negotiation books but have been in sales for a while and some of these books have been good. The main thing you will learn is that preparation is huge.

Know what your objective is (buy the house at a certain price, get an option to purchase, etc), List the issues that will prevent that (seller wants too much money), List the motivation for them to do what you want (divorce, inherited, etch), have a list of questions for them, question that they might bring up and then a list how you will address any of their concerns.

Sorry... end of rant. Here are the books

Challenger Sale - Dixon/Adamson

Crucial Conversation - Patterson/Granny

Solution Selling - Bosworth (really helps you identify type and extent of customers pain)

I hope that helps

brian