# Serhant Negotiation — Expanded

## Bridge the gap
- break big numbers into smaller frames
- always counter (keep the convo alive)
- trade structure for price (phasing, terms, added value)

## Play the fears (ethically)
Name real costs of delay (time, uncertainty, restarting).
Never fabricate urgency.

## Keep the conversation moving
Silence kills deals.
If you can't answer now: acknowledge + set a time.

## Calm / Control / Conviction
- calm tone
- control the process
- conviction in boundaries and next step

## Selective communication (MAP)
Before sharing a problem:
- **M material?**
- **A answer?**
- **P personality?**

## Positive sandwich
Positive → constraint → path forward.

## CODO Mindset: Push, Pull, Persist

- **Push** — prepare your client for the process, connect them to the right people, use market research to anticipate what might happen next
- **Pull** — pulling the deal away reminds people why they are truly invested
- **Persist** — keep repeating the same story with consistent language

## ABC Method for Client Communication

- **Answer** — acknowledge client's concern
- **Bridge** — offer your take ("how about…")
- **Communicate** — give them your solution

## The HALL Method

- **H** — Have empathy
- **A** — Always counter
- **L** — Look for the sweet spot
- **L** — Listen

## Five-Step Path to CODO

1. **Know the star players** — map every person involved (vendor, buyer, solicitors, family, brokers) and what they want
2. **Know the opposing team** — research the other agent, their client, lifestyle, motivations
3. **Create urgency** — the right kind, based on real market factors
4. **Study the market** — comparable data, supply/demand, days on market
5. **Work the setting** — choose the right communication method for each scenario