What's Your Negotiating Style?

I once had a seller ask me this question at a listing appointment. I was quick on my feet and explained that I don't burn any bridges in this business. I told them I can be feisty and that I'll go to bat for my clients when I have to, but first I try to get more accomplished with honey. I then went on to further explain how I think I have made a nice reputation for myself in the local real estate community, enough so that other agents don't think twice about showing my listings. I think I have proved over and over that I can generally work well with people .

There are exceptions - sometimes I get very frustrated. I have been left feeling very betrayed by sneaky agents who didn't disclose things. I have had other agents snap at me and get defensive. And, then there are the ones who just drag their feet and lack the efficiency to get things done - I sometimes find myself having to pick up the slack. Many times I've been prepared for a cat fight, but I really try hard not to go there.  

But, all I can do is move on with pleasantries, because in this market we all have to work together to get results. I do a fair share of listing, and so I am usually at all the buyer's agents mercy during these challenging times. As much as I am tempted to speak my mind, I know that being arrogant and confrontational will not get me sales. Instead, it could send the other party packing...

The worst thing a listing agent can do is to spook the buyer or the buyer's agent. So, when it comes to my listings, if anybody is going to start packing, I'm going to be certain they're packing up boxes and getting ready to move.

I can be feisty, I can play hardball and I might even have had to do this a few times - but why would I, if I don't have to? Don't worry - I keep track of those who have burned me in the past and so I know when I need to be prepared. But, isn't it more important that I act dignified and earn the respect of the rest of the real estate community? After all, I want agents to flock to my listings and sell them. What's your negotiating style?