Negotiation Strategies in Real Estate

[Michael Pazirandeh]

Hello all! I'm currently reading one of the suggested business books in the podcast titled "Trump Style Negotiation" by George H. Ross. The author says you need to understand the other side and its needs. Here's an excerpt from the book:

"For example, let's say...the other side must feel they are "winning" the negotiation. A smart way for me to get them to trust me, develop rapport, and gain a sense of satisfaction, is for me to make lots of small concessions. Let them win everything that's unimportant but nothing that is critical to your position."

My question is when you are negotiating a new deal which items do you consider to be "small concessions?" I know in other podcasts, an investor who is doing seller financing might negotiate a higher purchase price as long as the monthly payment is low enough to generate cash flow. What other items do you negotiate, and which items do you don't mind conceding to the seller. Thanks!