# Negotiation prep — principles + preparation (Serhant)

The agent does **prep and information capture**. Alex negotiates.

## Three principles
1) **Work for the deal** (not to "win")
2) **When the other side wins, you win** (find mutual gain)
3) **Put interest over ego**

## Interests vs positions
- People state **positions** ("£500k", "I won’t move") but act on **interests** (timing, fear, certainty, renovations, chain risk).
- Ask "**Why?**" to uncover interests on both sides.
- Avoid "split the difference" by default. Look for creative ways to bridge the gap.

## Prep checklist (before Alex calls)
- Buyer’s position: offer amount, conditions, timeframes, chain status, mortgage readiness.
- Buyer’s interests: what’s driving the number (affordability, renovations, risk, other bids).
- Seller’s interests (if known): urgency, onward purchase, risk tolerance, certainty vs price.
- Evidence: key comps + story (why the offer is rational, what the market is saying).
- 3 numbers (conceptual):
  - **First offer**
  - **Best target** (never share)
  - **Walkaway** (seller’s minimum / buyer’s max)

## Script fragments (safe for an assistant)
- "So I can brief Alex properly, what’s driving that number for you?"
- "If that figure isn’t accepted, what would your next offer be?" (captures range without countering)

Source: *Serhant Closing & Negotiation Guide* (Ryan Serhant)