Contributors

Closing doesn’t have to feel pushy—and research shows it actually strengthens relationships when done right. This study draws on real sales interactions to challenge long-standing myths about rapport-only meetings and outdated closing “tactics.” The findings reveal that effective closing unfolds in phases, builds trust, and increases customer commitment. For real estate agents, the message is simple: closing isn’t pressure, it’s progress.

Multi-issue negotiations are growing more common, making it crucial for salespeople to know how to prepare effectively. This article reveals how different forms of autonomy shape salespeople’s effort, strategy, and opening positions—and why too little autonomy can lead to quick concessions. Our findings offer managers and real estate agents actionable insights to empower negotiators and improve deal outcomes.