New Negotiation Tactic - Win Every Time

New Negotiation Tactic - Win Every Time

Is there a secret tactic to negotiation - you bet!  


Bad Negotiation:

• Stealing the Deal - taking advantage of one of the parties
• Losing Good Will - after all you likely may have another negotiation
• Thinking only about your side/outcomes
• Selfish and Surprisingly NOT self-serving
• Power & Control

Good Negotiation:

• Everyone gets what they want
• Everyone contributes
• Everyone wins
• Shared Goals and Outcomes
• Shared Power and Shared Control
  

Things that most agents said were impossible, not done, and wouldn't get someone a good house.   The simple art is in your ability to explain how everyone can get what they want, feel good about it, and ultimately have a better deal with committed buyers and sellers and agents.

I never sold a buyer a home without a home inspection. 

Most agents were telling their buyers and sellers that home inspections were not being done and certainly not in the extreme seller markets.   What they didn't think about, there is unknown risk for buyer/seller/agents when there is no home inspection.   Did the seller hide something, should the buyers have noticed it, should the agents have known about it?  In Northern Virginia, it is "buyer beware" - if you can't let them have a simple home inspection - where is the liability?   Simply by having a conversation with the listing agent, in person, and explaining our positioning and reasoning opened many doors.  

Realistic financing contingencies. 

The reality here was that you can't actually get a loan underwritten and a real commitment in some crazy time frame.   If you don't have a financing contingency, the seller doesn't really have a mechanism for getting rid of a buyer who might not be able to perform.  Educating other agents opens doors too - they want the deals to stick - it is in their clients interest.


Negotiation is simple - focus on opening doors and possibilities.   If someone shuts a door, help them see that opening it is a better position.


My tactics continue with the simplicity of the basics of negotiation:

http://activerain.com/blogsview/1750443/the-1-2-punch-of-negotiation

1. Who has the power?
2. What is the willingness to collaborate?

Always keep these two in mind...1,2....1,2...1,2


Ready for the tactic?  Okay, maybe it is not entirely new, but it is one that people don't think about often when negotiating and it couldn't be more powerful.  Here it is....

BE REASONABLE - YOU'LL BE SURPRISED AT THE RESULTS AND THE SUCCESS IN THE APPLICATION OF THIS TACTIC.