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Secrets of Power Negotiating by Roger Dawson

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Chapter 63The Solutional Drive

The Solutional Drive is the best negotiating situation to be in. This is when the other side is eager to find a solution and is willing to discuss the best way to do that. It means nobody threatens the other side and both will negotiate in good faith to find a win-win solution. Solutional Drive negotiators are wide open to creative solutions because they feel there must be a better solution somewhere that hasn’t occurred to them. It takes an open mind to be creative. Look at the variables buyers and sellers could propose in as simple a transaction as buying a house. The cost of financing to the buyer could be adjusted by letting the buyer assume an underlying loan. The seller could carry back all the financing and ...

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