Business Negotiation February 10, 2014

The Phony Acceptance Stall in Real Estate Negotiations

The “phony acceptance” is an unethical selling tactic. It is most prevalent in real estate, but it is also common in the sale of used equipment, antiques or other hard to find goods and services. Unscrupulous sellers use the phony acceptance this way.

A woman sees a house she likes. After considerable negotiating, she submits an offer of $240,000 against the original asking price of $270,000. The broker takes a deposit and agrees to present the offer. He implies that the offer has a good chance of acceptance but doesn’t guarantee it.

A day later he calls to report that the seller is out of town but there is no need for concern. The only problem appears to be whether the chandeliers and fireplace screen are to be included at the price.

What follows afterward is the “big stall.” Every day the broker says that he can’t contact someone. One day he cannot contact the seller, the next day the buyer, the following day the bank or someone else. Before long, ten days pass. There is still no agreement, but neither is there disagreement. The broker continues to assure the buyer nothing is wrong.

A few days later the deposit is returned with a polite rejection note. They buyer subsequently sees a “SOLD” sign on the house. What has probably happened in this case is that the seller, having obtained a bona-fide offer of $240,000, used the offer as leverage in bargaining with another buyer. The “phony acceptance” can be handled in three ways. First, take things into your own hands as much as possible. Don’t let third party intermediaries like brokers or middlemen handle the action. Insist on having your position heard by the principals involved. Find out who they are. Send a telegram or talk to then directly, regardless of what the middleman says.

Second, do the administrative and running around work yourself. It’s amazing how quickly delays can be overcome if you have your secretary type the forms and then hand carry the papers yourself. In that way you won’t hear that the mail was late or paperwork misplaced. Also be sure to tie the offer to a short-term deadline. If penalties can be imposed after the deadline, all the better.

While these countermeasures do not always work, they do serve to reduce the likelihood that your acceptance will be used as a shill. The phony acceptance is a mean trick and you should do everything in your power to keep it from happening.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
Contact US
[email protected][email protected]+1 323 866-3800
SEMINARS
About Us
AboutDR. CHESTER KARRASSGARY KARRASSFAQGLOSSARYPRIVACY POLICYBLOG
QUICK LINKS