The 1-2 Punch of Negotiation

Real Estate Agent with Long & Foster Real Estate, Inc. Assc Broker MD DC VA

punchThe art of negotiation is very elusive for many people.  Sales people in particular are often distressed about their abilities.  They often will take classes and coaching and buy training materials and read books.  The ultimate in negotiation is very simple.

Some people seem adept at negotiating from the day they are born - and yes, they are - they know "the secret".  Some people let life pass them by and never learn the secret.

There are really two important aspects to negotiation:
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  1. Power
  2. Collaboration

At EACH and EVERY step of the negotiation review:

  1. "Who has the power?" 
  2. "What is the willingness to collaborate?"

It is so simply really...good negotiation is listening, understanding, and getting everyone the best part of what they want that is available and reasonable. 


One more thing, and the door needs to be open...not closed...everyone needs a graceful exit.



Posted by

Yvette Chisholm, Associate Broker, MD, DC, VAAlan Bruzee & Yvette Chisholm Alan Bruzee, Associate Broker, MD, DC, VA
Long & Foster Real Estate, Inc.
 Rockville/King Farm Office 301-548-9700
402 King Farm Blvd #150 Rockville, MD  20850

Telephone: 301-758-9500



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Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

Yvette. Listening is soooo important. If we listen close enough we may find out that what the other party is asking for is not really what they want. For example: They may be negotiating for a higher price when what they really want is to be able to stay in their home longer. Or they are basing the price they want on what they think need to purchase another home. It we can show them they don't need as much as they think we can are one step closer to being able to negpotiate the price down.

Jul 18, 2010 08:00 AM #1
Cynthia Larsen
Safe Haven Realty - Cotati, CA
Independent Broker Serving Sonoma County, CA

I love the negotiation part of real estate. That's where the fun begins!

Jul 18, 2010 11:33 AM #2
Yvette Chisholm
Long & Foster Real Estate, Inc. - Rockville, MD
Associate Broker - Rockville, MD 301-758-9500

Bryant - exactly!  Sometimes people need or want something different than we think....listening is such a basic skill.


It is fun Cynthia - especially when you can get everyone what they want and have everyone still feel good about it!

Jul 19, 2010 02:48 AM #3
Ben Benita
Ben Benita - Gainesville, VA
Speaker, Author, Game Changer, Coach

I have been successfully been negotiating short sales for almost 5 years (actually just got my book up on Amazon: "Are you more likely to see Bigfoot or a short sale approval letter?"

Some of the best advice I ever got - -negotiatie like a 4 year old, they just keep trying and asking and asking and asking and asking and asking (you get the point), until they achieve their desired results.....

Works 100% for our nationwide short sale business!!

All my best to everyone, hope 2010 is your best year ever!!!


Ben Benita, Speaker, Author


Jul 19, 2010 07:08 AM #4
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Yvette Chisholm

Associate Broker - Rockville, MD 301-758-9500
WANT TO TALK?? Call me on my mobile 301-758-9500
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