# Five Negotiation Techniques — Serhant Method

## Three Fundamentals
1. Work for the DEAL, not to "win"
2. Play for the other side to win — mutual benefit
3. Interests over ego — hard on the problem, soft on the person

## Interests vs Positions
Positions = what people say. Interests = why. Ask WHY to find creative bridges.

## Three Numbers (always know before negotiating)
1. **First offer** — opening position, supported by evidence
2. **Best target** — realistic goal (NEVER share)
3. **Walkaway** — absolute limit, set BEFORE emotions kick in

## The Five Techniques

### 1. "The Pull"
Pull the deal away when at stalemate. Risky but effective.
"Thank you for getting us this far. Unfortunately it's just not going to work. Good luck!"

### 2. "The Facts"
Purely analytical. Comps speak for themselves.
"Here are the facts. Here are the comparables. This is our justification."

### 3. "What Do You Want To Do?"
Put the decision in their hands when you believe the deal is fair.

### 4. "The Emotions"
When SO close to closing AND losing. Lean into what the property means.
"£10k over budget, spread over 10 years, is £1,000 a year. Worth it for this home?"

### 5. "The Reality"
Hardest technique. The truth, simply stated.
"This is what the market is saying. Right now, today — this is what we can get."

## Tactical Principles
- **Reciprocity** — offer something, then ask for something
- **Silence** — present your point, then shut up. First to speak loses
- **Decoy** — ask for something you don't need, concede it, win what you care about
- **Gradual persuasion** — tugboats, not battering rams
- **Precise numbers** — £298,450 not £300,000 (shows you agonised over it)