Knowing when to STOP negotiating is 90% (or more) of the game! #in

When it's over, It's over!

Most business people take some level of pride in their negotiating prowess.

After all, the "worth" of many folks in their professions relies heavily on their ability to coax and persuade in order to get whatever it is that they or their client wants . . . resulting in a satiated raving fan who returns to do more business and refers all of her friends, family, and work associates.

Do you know when to STOP?

How many times have you witnessed other folks (or caught yourself) negotiating themselves into a GREAT deal and then negotiating themselves right back out of it just because they got caught up in the game and failed to recognize that they had reached the goal?

Know when to hold'm and when to fold'm - Was that Kenny Rogers?

REALTORS tend to be especially good at negotiating . . . and many are also especially good at negotiating themselves OUT of great deals.

Why?

Because they get caught up in the moment . . . the excitement . . . the HUNT . . . Taste that blood and go for the jugular when a little nip would do the trick . . . All the while (perhaps) forgetting the goal is for the ready, willing and able Buyer to purchase the house . . . Even if it means they don't win EVERY point of the negotiation.

Pick your battles.

A great negotiation is a fierce conversation between a couple of client advocates.

A great Negotiator is an artist . . . not a sledgehammer.

A great negotiator understands the importance of TIME and RHYTHM in any negotiation.

Go FAST when FAST is appropriate . . . s l o w t h n g s d o w n when necessary.

Maintain personal emotional stability - an even keel . . . as calm, cool, and collected as possible regardless of what that person on the other side is doing.

I could go on and on and on . . . My point is that the true art of negotiating relies heavily on the ability of the negotiators to recognize when it's over so that you don't end up beating a dead horse or killing a perfectly good opportunity to eat a little crow and create a WIN-WIN.

Oh!

Don't forget to be nice . . . It confuses the hell out of the person you are negotiating with.

Kill'm with kindness!

Any child who wants something she "can't" have knows this :-)

I'm just sayin'

Best,

b

Barry Owen
Real Estate Broker
Professional Coach
Keller Williams Realty
Nashville, TN

Call me: 615-568-2123
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