CRS Negotiation Strategies and Techniques

Question 1

In real estate negotiation, what is the concept of BATNA?

Accepted Answer

Best Alternative To a Negotiated Agreement — the fallback option if talks fail

Answer

A binding arbitration term used in residential contracts

Answer

A buyer's adjusted net total for acquisition costs

Answer

A lender's appraisal variance threshold

Question 2

What negotiation strategy involves making a very low (or high) initial offer to anchor the negotiation around that figure?

Accepted Answer

Anchoring

Answer

Bracketing

Answer

Splitting the difference

Answer

Good cop/bad cop

Question 3

A seller rejects a buyer's offer but makes no counteroffer. What is the most strategic CRS agent response?

Accepted Answer

Ask the listing agent what specific objection caused the rejection

Answer

Accept the rejection and move on

Answer

Immediately increase the offer by 10%

Answer

File a complaint with the MLS

Question 4

Which negotiation tactic involves making a concession on a minor issue to gain movement on a major one?

Accepted Answer

Trading concessions

Answer

Splitting the difference

Answer

Take-it-or-leave-it

Answer

Highballing

Question 5

In a multiple-offer situation, what is one key tactic a buyer's CRS agent might use to strengthen their offer beyond price?

Accepted Answer

Offering flexible closing dates aligned with the seller's needs

Answer

Requesting a longer inspection period

Answer

Including more contingencies to protect the buyer

Answer

Submitting the offer after all others are received

Question 6

What does an escalation clause in a purchase offer do?

Accepted Answer

Increases the buyer's offer incrementally above competing offers up to a stated maximum

Answer

Automatically withdraws the offer if not accepted within 24 hours

Answer

Allows the buyer to match any price reduction after listing

Answer

Requires the seller to accept the offer at full listing price