"In business, as in life, you don't get what you deserve. You get what you negotiate."
-Chester L. Karrass
Negotiation is a big word. It's not a big word because of the number of letters but how big of an impact negotiating is in your life. Whether you are a good or bad negotiater will have a big impact on how your life goes.
When you think about it, nearly everything we do in life involves some kind of negotiation.
Successful negotiation is about getting what you want by seeing things from the other person's point of view. You must find a way for the "other" side to see that what you are striving for is in their best interest.
Negotiation is a particularly big word in real estate. You do it all day, every day. Buyers want to buy low. Sellers want to sell high. How do you get them to come to an agreement? You negotiate, of course.
Sellers must prepare their homes with the buyer's eye in mind. Buyers must present their offer from the seller's point of view. Buyers must show the sellers why taking their offer is in their best interest, even if it is for less money than they wanted or expected.
Many, many years ago, I negotiated for my neighbor to give me some shares of their water rights. Water rights are a much coveted commodity in this agriculture zone of Washington State. I needed a partial share of water rights, so I could sell a 3/4 acre parcel of property which would have been almost worthless without it. I got the water rights and was able to sell the vacant property for a substantial sum on money.
How did I do this? Certainly not by telling them what I wanted. It was all about them. Honestly, I can't remember what my approach was, but it worked. I had to convince the neighbor that signing some of their water rights to me was in THEIR best interest. They didn't give a rats patootie what I wanted. I can assure you that whatever I did was not underhanded in any way. But, it worked. The neighbor never indicated any regret in signing the rights over to me. We are still friends.
As you go through each day (personally and professionally), if you become an expert negotiator by always looking at things from the other person's point of view, you can get everything you want and/or need.
How good of a negotiator are you? Your life and business depends on it!
Good morning Carol. Apparently I can hold my own. We doubled our number of agents in one year and I hope to almost double it again this year. Busy day for me as I suspect I'll get two more new agents today.....
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Jane Chaulklin-Schott
Orlando, FL
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Carol Williams
Wenatchee, WA
I've been negotiating in the business world for some 45 years... I love negotiating and developing a negotiating strategy. And I'm always reminding my clients that when they "hire" me they don't just hire me to show them homes or market their homes... that's only half the "story." They are also hiring me for my negotiating skills.
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Carol Williams
Wenatchee, WA
This is very good reading for prospective home buyers and home sellers.
Have an outstanding week.
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Jane Chaulklin-Schott
Orlando, FL
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Carol Williams
Wenatchee, WA
Thank you Carol for a great post! Negotiating water rights for your land with your neighbor and still staying friends? You are amazing! Thank you and I am glad I found you here on Active Rain!
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Roy Kelley
Gaithersburg, MD
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Carol Williams
Wenatchee, WA
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Will Hamm
Aurora, CO
Good morning Carol Williams ,
You are right learning the art of negotiation will make or break your business. If you listen and learn what is important to the other side it's amazing how give and take can turn into a win/win for everyone.
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Roy Kelley
Gaithersburg, MD
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Carol Williams
Wenatchee, WA
Good morning Carol. This is terrific and I agree it is all about thinking of the other person's agenda when negotiating.
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Roy Kelley
Gaithersburg, MD
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Carol Williams
Wenatchee, WA
Hello Carol Williams, Boy this is a major one that we have to do daily and on every deal. Hope you have a great day!
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Jane Chaulklin-Schott
Orlando, FL
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Roy Kelley
Gaithersburg, MD
Good morning Peter Mohylsky . Thanks for stopping by. As I thought back more on that issue, I started to remember how I formulated my approach. I don't think most people realize how much their life would change if they looked at it with more of a negotiator's mind.
Good morning Nina Hollander . Negotiating is such a HUGE part of being a truly excellent agent. I can see why you are! Negotiating is the differentiating factor, IMHO.
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Nina Hollander, Broker
Charlotte, NC
I know Nina Hollander . They must think it's about presenting offers and getting rejected. LOL
Carol Williams ~ I totally agree! It is the differentiating factor and yet many agents come into the business with any serious negotiating experience and are always wary of doing it.
Good morning Roy Kelley . Thanks for stopping by. As I thought back more on that issue, I started to remember how I formulated my approach. I don't think most people realize how much their life would change if they looked at it with more of a negotiator's mind.
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Roy Kelley
Gaithersburg, MD
Good morning Victoria Henderson Marshall Henderson . To be honest with you, I kind of shocked myself by pulling that off. LOL As I thought back more on that issue, I started to remember how I formulated my approach. I don't think most people realize how much their life would change if they looked at it with more of a negotiator's mind. Have a great day!
Good morning Dorie Dillard . What you say is so true. It's all about win/win. I believe negotiating is the differentiating factor in a truly excellent agent.
Good morning Sheila Anderson . If you're thinking win/win, you can't lose. Have a great day!
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Sheila Anderson
East Brunswick, NJ
Good morning Will Hamm . Being a good negotiator is what differentiats the good agents from a truly excellent agent, IMHO. I don't think most people realize how much their life would change if they looked at it with more of a negotiator's mind. Have a great day!
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Will Hamm
Aurora, CO
Looking at the other's point of view is great advice. I know of multiple deals that have fallen through because the seller was offended by such a low-ball offer. To a buyer it's just a business transaction, but to the seller, it's their beloved home and super low-balling can be taken as a personal insult.
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Will Hamm
Aurora, CO
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Carol Williams
Wenatchee, WA
This is fabulous information and something to really strive to get good at. I failed miserably this week when I tried to negotiate with a 5 year old to get his hair cut. LOL
Hi Beth Bromund . That happens quite a bit. If a buyer wants to lowball, they'd better have an agent that knows how to keep the seller from being offended. It's a definite skill. Thanks for reading and commenting.
Hi Sharon Tara , You made laugh! 5 year olds can be the toughest to negotiate with and, yet, they are great negotiators at gettinng their way. LOL
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Sharon Tara
Portsmouth, NH
Carol, I am in the midst of some meaningful negotiation at the present time. It could result having a huge impact on the lives of a number of people. I will keep in mind something you wrote: If you are thinking win/win, you can't lose. I certainly have win'/win in my mind and in the process of transferring that thought to my subconscious, too.
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