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Mediation in Transactions Getting to Yes
While going through my continuing education course to keep up with Oregon's law for REALTOR®s every two years, I just finished several chapters on mediation. 
As REALTOR®s, we face this constantly, and each case is different. Here are some of my thoughts about how to come to "yes" as the book "Getting to Yes Negotiating Agreement without Giving In" by Roger Fisher and William Ury  tackles. 
 Fisher and Ury explain that a good agreement is one which is wise, efficient, and which improves the parties' relationship.
 
Mutual Gain Options: win-win as some would say. Each party has their own needs/wants. No one need be the only winner, compromise is inevitable.
Their four principles are: 1) Separate the people from the issues and problem; 2) Focus on interests rather than positions; 3) Generate a variety of options before settling on an agreement; and 4) Insist that the agreement be based on objective criteria.
 
The person is not the problem, the problem is the problem. 
 
Being Intuitive: i.e., What is it that's NOT being said?  Body language, tone of voice, these are just two ways of paying attention to what is important to all parties. Listen with your gut, not just your head. What is it that the other party wants and may not be ... more

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