CRS Negotiation Strategies and Techniques 2

Question 1

Which listening technique involves paraphrasing the other party's statement to confirm understanding during negotiation?

Accepted Answer

Active listening with reflective response

Answer

Mirroring

Answer

Anchoring

Answer

Bracketing

Question 2

When a seller's agent says 'my client won't go below $X,' what negotiation concept does this represent?

Accepted Answer

A stated reservation price or walk-away point

Answer

A binding contractual floor

Answer

A violation of agency duty

Answer

An MLS price-change restriction

Question 3

A CRS agent representing a seller should advise them to respond to a lowball offer by:

Accepted Answer

Issuing a counteroffer near asking price with a brief explanation of value

Answer

Refusing to respond to avoid encouraging the buyer

Answer

Accepting immediately to secure the deal

Answer

Waiting 30 days before responding

Question 4

What is the 'zone of possible agreement' (ZOPA) in a real estate negotiation?

Accepted Answer

The range between the buyer's maximum and seller's minimum where a deal can occur

Answer

The geographic area where both parties are willing to buy or sell

Answer

The time window during which offers can be accepted

Answer

A clause in the contract allowing price adjustments post-appraisal

Question 5

Which approach is most effective when negotiating inspection repair requests after a home inspection?

Accepted Answer

Prioritizing safety and structural issues and requesting a price credit or targeted repairs

Answer

Requesting every item on the inspection report regardless of severity

Answer

Demanding the seller make all repairs before closing or the deal is off

Answer

Ignoring minor defects and accepting the property as-is

Question 6

What does a 'deadlock' in negotiation mean and how should a CRS agent respond?

Accepted Answer

Negotiations have stalled; the agent should explore creative solutions or bring in a mediator

Answer

Both parties have agreed and the contract is executed

Answer

The seller has accepted another offer

Answer

The buyer's financing has been denied