Start With No

I think Win-win can be overrated, however, I also think that sometimes we miss opprotunities when we become to focused beating the other person instead of getting what we need.

I'm not a real estate agent any more, so don't read books on how to negotiate. But this might be worth reading to apply to the other negotiations in life. 

I love your statements about having an open mind. Sometimes we do need to remind ourselves to unlock that door.

This book definitely sounds like it's worth reading. I've got a couple of books lined up to finish before I move onto a new one but I'll put it on my list.  I'd love to find out if it's available in audio format as well.

Glen - this book sound interesting and it's always wise to keep our minds open to new ideas. No is a word some of us need to use more often!

Hi Glenn,

 I spoke with you on the phone yesterday, no news yet from Nancy.  I love negotiations. I'll never forget the first book I read on negotiations.  Allen Cohen a master, the book was dated, but timeless.  Allen discussed how at the UN the Russian representative reached down and took his shoe and banged it on the table to demand what he wanted. He stunned everyone, but later a camera showed a bag and two shoes on his feet while he was banging away with the prop.  He got what he wanted alright, but even back then this was considered a one time negotiation that won't work for long term situations, nor if you plan to have some skill.  I go into negotiations for client, get to the agreement and then we work very hard to get to close. Only one deal has flipped in many years because the well had issues.  My list to sell ratio for Seller is around 95% and my List to sell price for buyers is around 60 percent of asking.  Those statistics do not lie, studying negotiation and how to do it well is key to our benefits to our clients.  I think the name of that book was the Art of Negotiating  and Allen Cohen is recognized with NAR articles on negotiating from time to time.  I can never learn enough so I will read this too.   A classic and a business school standard is "Influence". 

In our small area, we know the styles of the agents we work with, and one always wants to nibble, this book seems a great tool for nibblers and their nibbling ways.

I am on the last chapter and LOVED it!  I've already been putting what I've learned to use with good results.  Highly recommended!!!

Thanks for the suggestion, I had not heard of this book before.  I'll add it to my list!

Interesting take on the negotiating process. I have seen some of the same techniques by some other negotiators. Great post, looks like an interesting book.

I haven't heard of this book or way of negotiating...a different way of seeing things for sure!

It's on my official list to read now.  I really agree 100% of everything you've written in your summary of the book.

Glenn, I think that book came out it the early 2000's.  When I first started real estate I was talking with an agent that's been in the business for awhile, he took me under his wing and had me read a few books.  I remember the book "Start With No" and he told me to stay away from it.  I have not seen him in a few years.  With your recommendations I am going to buy the book.  We all see things differently so I am curious to read the book.

Sounds like an interesting concept, and a good book.  I will definitely add it to my list of "must reads".  Thanks for the recommendation!