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Aug 12, 2010

Negotiating Tip: Let Your Feet Do The Talking

Hello Good Negotiators

It's about time we Americans catch up with the negotiators in Europe, Asia, the Middle East, South America and the rest of the world.

Our friends there are not hesitant to employ an 'easy to use' technique to get better deals or to confirm they've got the best terms possible.

It involves using their feet rather than their tongue.

Negotiating Tip: Let Your Feet Do The Talking

We'll make this short because with this technique, you will either buy in or check out.
Americans have a real problem breaking off negotiations when the going gets tough or close to an impasse. Our foreign counter parts don't hesitate to just walk away. We, on the other hand, tend to cave and agree to whatever is on the table.
Good negotiators know that walking away (breaking off negotiations) sends a powerful and impacting message that our opponent can't ignore. By breaking things off and departing we instill the 'fear of loss' in our opponent and can have them wishing they would have been more conciliatory or accommodating.
Americans too often feel that this tactic is too confrontational and too time consuming. Walking away and planning to come back later to resume the bargaining is beneath them as a strategy.
Meanwhile the rest of the world does this naturally and enjoys the benefits of this tactic. Even when our opponents think we are just walking away as a show, it still has positive impact.
Put this technique to a test this week.
Before your next negotiating encounter, plan well and bargain hard.
When you think your opponent won't give any more, excuse yourself.

You can even act dejected, mention something about needing to re-evaluate this entire situation and depart.

Always remain courteous even to the point of shaking their hand and voice appreciation for their time. Whether you return in an hour, a day or even weeks later your opponent will get the right inference or message. (Relax - next week's tip will discuss "How to Come Back" after we've walked away)

Good negotiators go into to each negotiation with a plan, a fall back position, to walk away if they don't get the terms and conditions they want.

They are prepared to let their feet do their talking!

KEEP Negotiating.

Licensed Pennsylvania real estate broker for over 35 years, John Hamilton is an author, national speaker and educator who specializes in the art of negotiation. His most popular workshop is, “Negotiating: What’s Mine Is Mine, What’s Yours Is Negotiable” John was the 2002 President of the International Real Estate Educators Association and conducts over 125 seminars annually to business, banking, auctioneer, manufacturer representatives and real estate Boards/Associations. John's book KEEP Negotiating has become a desktop favorite for active real estate agents everywhere For past 15 years he has presented training program nationwide on sales, negotiating and motivational topics. Visit for a free report entitled the Top 12 Mistakes Negotiators Make. 

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