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Case Study 3: Persuasive Language

Person X needs to negotiate with a buyer about discount points. Everything else is

settled. Person X just needs to bring the issue up in a way that will help him persuade
the buyer to pay the desired amount, which is one point.

Which of the following examples is a good way to bring up the issue?

Now, let's move on to discount points. I want you to pay them so that I don't

have to.
I think there's just one thing left and we'll be done: discount points!

Can you pay the discount points so that we can close this deal?

I think this deal will prove mutually lucrative. To close it, let's settle on the
payment of discount points.

Feedback:
The last answer option is probably the best. This is because it not only tastefully

brings up the issue, but it utilizes money-specific terminology. In Lesson 4, we

discussed the coloring and catering of language, and the importance of both. We
want to cater our language to our given audience and their current drives. In the case

of closing a real estate transaction, the drive is probably money. That's why using
money-specific terms, such as "lucrative," "close," and "payment," might be a good

idea. The other options do not have the same, carefully selected language, and they

are a little too abrupt for the delicacies of the negotiating table.

Case Study 4: Selecting the Right Outfit

Person X is going to a college campus to recruit new hires and interns for her

brokerage. She has a booth at a job fair where she will be handing out information

and talking one-on-one in a less-formal setting with individual students.

TX Marketing II: Negotiation Techniques 136