This past week, I had a great opportunity to complete the Certified Negotiation Expert Designation (CNE) - an opportunity I have looked forward to for some time. While I expected to get a smattering of "How-to's" in dealing with different personalities and then honing those skills, it became apparent that were some other added benefits to taking and perhaps reviewing this material from time to time.
One tip which I didn't expect was in defending a commission - as in "If I caved easily in defending my earned commission and the value of my services, what would that say about me when responding to a buyers agent/buyer in defense of the value in your home when it comes to negotiating your sale".
In short, we use our negotiating skills every day in most everything we do and negotiation does not have to mean an aggressive, win-lose confrontation. In fact, in most every case, we should consider information, facts, logic, choices and who we are dealing with and their personality - keeping in mind all the while, that Real Estate Professionals will be negotiating with each other for a long time.
When you approach a situation with facts, options and comparisons, it will be hard to argue against logic.
Be respectful, gain respect, keep respect and give respect....
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