Integrative Bargaining - Test Yourself #3

Handling objections

Sometimes the other side raises objection after objection to your proposal. If you are logically able to

satisfy each objection, then perhaps there is a different, unspoken concern that is the real reason

that the other side refuses to agree.

In such cases, it is important to identify the underlying concern. Unless it is brought out into the open, it

cannot be dealt with in a mutually-satisfactory way.

Test Yourself:

The real estate agent showed the house to the prospective clients. The wife kept raising objections to the terms of the deal and to the house itself; the husband was enthusiastic to buy it. As the wife raised objections, the real estate agent answered each objection in a way that seemed to satisfy her. Yet, still, she refused to agree to the sale, raising other concerns. Most of these concerns were fairly minor, from the real estate agent’s perspective. After several rounds of this, how should the agent respond?

"Ma’am, I have answered each of your concerns. If you don’t want to buy a house today, just say so."

"As you have seen, I have answered every question. So why don’t we just change the topic to…?"

"I am deeply committed to working out an arrangement that you will find satisfactory. If you review the written materials, I am sure that you will find that this issue is really not a problem."

"I want to be sure that all of your concerns are satisfied. We’ll look at this issue, but before we do, please let me ask, ‘Are there any other concerns?’ I’d like to get them all out on the table so we can deal with each of them."

"Ma’am, I have been selling houses for 22 years, with thousands of satisfied customers. Do you doubt my ability to sell you a house that we both know is perfect for you and your husband?"

Test Yourself:
	The real estate agent showed the house to the prospective clients. The wife kept raising objections to the terms of the deal and to the house itself; the husband was enthusiastic to buy it. As the wife raised objections, the real estate agent answered each objection in a way that seemed to satisfy her. Yet, still, she refused to agree to the sale, raising other concerns. Most of these concerns were fairly minor, from the real estate agent’s perspective. After several rounds of this, how should the agent respond?
		"Ma’am, I have answered each of your concerns. If you don’t want to buy a house today, just say so."
		"As you have seen, I have answered every question. So why don’t we just change the topic to…?"
		"I am deeply committed to working out an arrangement that you will find satisfactory. If you review the written materials, I am sure that you will find that this issue is really not a problem."
		"I want to be sure that all of your concerns are satisfied. We’ll look at this issue, but before we do, please let me ask, ‘Are there any other concerns?’ I’d like to get them all out on the table so we can deal with each of them."
		"Ma’am, I have been selling houses for 22 years, with thousands of satisfied customers. Do you doubt my ability to sell you a house that we both know is perfect for you and your husband?"