Negotiation Techniques Flashcards
7 cards from real SRS practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Negotiation Techniques flashcards as text
An escalation clause in a buyer's offer usually states that the buyer will:
Answer: Beat competing offers by a set increment up to a maximum price
Escalation clauses automatically raise the offer above competing bona fide offers by a stated amount, up to a cap.
When reviewing an offer with an escalation clause, what should the seller's agent confirm first?
Answer: The maximum cap and how proof of the competing offer must be provided
The cap and the proof-of-competing-offer requirement decide how much the clause is actually worth.
The appraisal comes in $15,000 below the contract price on a financed sale. Which seller-side option keeps the deal together while sharing the loss?
Answer: Propose splitting the gap, e.g., a price reduction plus the buyer covering part in cash
Splitting the appraisal gap is a common compromise that keeps the transaction moving.
Which tactic involves asking for a small extra concession, such as leaving the patio furniture, after the main terms are agreed?
Answer: Nibbling
A nibble is a minor add-on request made late, when the other side is reluctant to risk the deal.
In a multiple-offer situation, a seller's agent asks all buyers for their "highest and best" offers. The main purpose is to:
Answer: Let each buyer submit their strongest terms by a deadline without repeated rounds of counters
A highest-and-best call asks every buyer for a final best offer, which simplifies the seller's comparison.
A seller asks why the agent isn't recommending the highest-priced of three offers. Which factor most often justifies picking a lower-priced offer?
Answer: A larger earnest money deposit, fewer contingencies, and stronger financing that improve certainty of closing
Certainty of closing can matter more to net results than a higher headline price.
A seller representative prepares a seller's net sheet for each competing offer mainly to:
Answer: Show the estimated proceeds the seller would receive after costs and concessions
Net sheets compare offers on the seller's real bottom line rather than gross price.
How this page was made: written with AI tools and published by Nathan Beja, founder of Practice Test Geeks, who is responsible for its content. Exam facts are checked against the official sources listed below. Not reviewed by a subject-matter expert. Editorial policy
Sources & references
Exam facts on this page (fees, format, dates, passing scores) are checked against these official sources; the date is our last check. Editorial policy
- rebinstitute.com — Renewal, score validity, retake fee, retake policy, fees, passing score, eligibility, test delivery · verified Oct 2026