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H IGH -P OWERED R EAL E ST A TE T ECHNIQUES

cept their modified position. You’re just fishing to see if there’s a
better deal available. The countermeasure is simple, just say “I al-
ready have offered a fair deal, there’s no reason for me to make it bet-
ter for you.”
The Change of Pace.This tactic involves changing a cooperative at-
mosphere into a negative or somewhat hostile environment or vice
versa. This can be an effective tactic if you’re intent on making the
deal and are afraid that the other side is backing off. If you stirred
things up, you can always retreat and appear friendly by doing so. If
the other side changes the negotiating environment for the worse,
the effective countermeasure for you is to reaffirm your previous as-
sumptions and create a “bogey.” As an illustration, you could say,
“After all we’ve been through I thought you really wanted to make
this deal. Do you? If not, I have another piece of real estate I’m ready
to buy.”

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