On the list of important skills, certainly one of the most important for a realtor is negotiation. Negotiation doesn't just start when your client writes or receives an offer but it is certainly a time when this skill comes into play.
There are lots of variables to a negotiation but a realtor will really show their skill when dealing with someone on the other side (yes...that other realtor) who has chosen to make it a difficult win-lose situation. Sometimes realtors become hyper-competitive and antagonistic under the guise of providing their client the best representation. This can turn into a loss for that agent's client if they lose the deal or cause conflict because the agent created an adversarial situation where one was not needed. I've said it before and say it to my clients, the best scenario is when both parties feel it's a win-win. Even a lose-lose is better than a win-lose. Win-lose are the types of deals that tend to fall apart. Especially right before settlement.
If someone on the other side of a negotiation is antagonistic and you react with the same attitude, those feelings will tend to escalate and even if the contract is ratified, things are going to be hard. If settlement happens, there certainly are not good feelings. My advice for these situations or any situation in life that requires negotiating with difficult folks......just put a smile in your voice and on your face. Politeness can go a long way in diffusing the situation. Usually when antagonism is met with civility then often the other person will soften up their attitude and you'll both find a way to work together. Or, your civil attitude will make them madder (just one more plus...sorry, I am only human), which will put you in a better negotiating position because people in that state of mind are not nearly as effective. This is not always easy as we often want to respond with that eye-for-an-eye attitude. But, if you feel that coming on, check it and forget it. Take a breath and smile. That's what makes you the best at what you do! Civil negotiating skills are even more important in real estate then in other business negotiations because your client tends to be more emotional. It's their home after all. Your attitude helps your client stay on an even keel too. It's a win-win for you and your client...as it should always be.
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