Max Bazerman

And that evening, they went to our mutual friend's house for dinner. And about 10 minutes ago, the agent called back and said that the seller had countered at $5.85. Yeah. And they want to know what they should do next because they had been talking with their friend who said, I know what to do. Let's call Max. He teaches negotiation.

And that evening, they went to our mutual friend's house for dinner. And about 10 minutes ago, the agent called back and said that the seller had countered at $5.85. Yeah. And they want to know what they should do next because they had been talking with their friend who said, I know what to do. Let's call Max. He teaches negotiation.

And when I get this call, and I promise you I've received some version of this call so many times, the first thing I ask them is, what are they going to do if they don't buy this house? Yeah. They typically respond with some notion of, Max, we didn't call you for how not to buy the house. We called you for advice on how to buy the house.

And when I get this call, and I promise you I've received some version of this call so many times, the first thing I ask them is, what are they going to do if they don't buy this house? Yeah. They typically respond with some notion of, Max, we didn't call you for how not to buy the house. We called you for advice on how to buy the house.

And when I get this call, and I promise you I've received some version of this call so many times, the first thing I ask them is, what are they going to do if they don't buy this house? Yeah. They typically respond with some notion of, Max, we didn't call you for how not to buy the house. We called you for advice on how to buy the house.

So I've been trying to figure out, what are these people actually asking? And I think what they're asking is, Max, how do we get a great deal? And by the way, we don't want to run any risk whatsoever of losing the deal. And that question I know the answer to is, you can't. To get the best deal possible... you probably need to run some small risk that you'll lose the deal.

So I've been trying to figure out, what are these people actually asking? And I think what they're asking is, Max, how do we get a great deal? And by the way, we don't want to run any risk whatsoever of losing the deal. And that question I know the answer to is, you can't. To get the best deal possible... you probably need to run some small risk that you'll lose the deal.

So I've been trying to figure out, what are these people actually asking? And I think what they're asking is, Max, how do we get a great deal? And by the way, we don't want to run any risk whatsoever of losing the deal. And that question I know the answer to is, you can't. To get the best deal possible... you probably need to run some small risk that you'll lose the deal.

And if instead of feeling like I have to have this house at any cost, you had a second house or a second and third house that you liked almost as well, but you needed to repaint the kitchen. then all of a sudden you're empowered to counter in a way that runs some risk but allows you to get a significantly better price. So if the world ends if you don't buy this house, you should pay the $5.85.

And if instead of feeling like I have to have this house at any cost, you had a second house or a second and third house that you liked almost as well, but you needed to repaint the kitchen. then all of a sudden you're empowered to counter in a way that runs some risk but allows you to get a significantly better price. So if the world ends if you don't buy this house, you should pay the $5.85.

And if instead of feeling like I have to have this house at any cost, you had a second house or a second and third house that you liked almost as well, but you needed to repaint the kitchen. then all of a sudden you're empowered to counter in a way that runs some risk but allows you to get a significantly better price. So if the world ends if you don't buy this house, you should pay the $5.85.

If there's another house where buying the other house would make you indifferent between that and paying $5.70, well, now you can counter at $5.60 knowing no tragedy is going to happen. You can always go to the other house instead.

If there's another house where buying the other house would make you indifferent between that and paying $5.70, well, now you can counter at $5.60 knowing no tragedy is going to happen. You can always go to the other house instead.

If there's another house where buying the other house would make you indifferent between that and paying $5.70, well, now you can counter at $5.60 knowing no tragedy is going to happen. You can always go to the other house instead.

And for most negotiations, falling in love with three rather than with one is a pretty good piece of advice.

And for most negotiations, falling in love with three rather than with one is a pretty good piece of advice.

And for most negotiations, falling in love with three rather than with one is a pretty good piece of advice.

So I'll tell you a story based on my travels. So I've taught in Thailand a fair amount. And Thailand ends up being kind of a center for sapphires and rubies. So I'll ask you to imagine that you take a trip to Thailand.

So I'll tell you a story based on my travels. So I've taught in Thailand a fair amount. And Thailand ends up being kind of a center for sapphires and rubies. So I'll ask you to imagine that you take a trip to Thailand.

So I'll tell you a story based on my travels. So I've taught in Thailand a fair amount. And Thailand ends up being kind of a center for sapphires and rubies. So I'll ask you to imagine that you take a trip to Thailand.