The Negotiator

Real Estate Broker/Owner with Randi Rapp


We come into contact with people everyday, this is a given.  Much of that daily contact is based on us trying to get what we want.  Whether it’s our opinions heard in a conversation, or that last parking space in the front of the mall every driver is eyeballing.  What does it take to get what we want? NEGOTIATION!  In a conversation we generally wait for the other person to stop talking and then we hit them with our ideas or problems; a give and take negotiation.  On the other hand there are a couple of ways to tackle the parking dilemma.  You can throw out what you learned in driving school, do 50 mph in the parking lot, slam on your breaks, and then turn on your blinker.  The preferred choice of South Florida drivers.  Or you can negotiate with the other drivers around you.  Forget about that parking space and follow a couple who look like their leaving; a clear sign to everyone that wherever they parked is now your spot.  John Strelecky, author of “Be a Master Negotiator with Three Simple Steps”, offers some suggestions on how to build on the negotiation skills you already have. 

•    Step 1: “Know what you want and why you want it”.  Basically be prepared.  The more you know the stronger your argument will be.  The example John offers is knowing exactly how much you want when you ask for a raise.  Be precise when you speak, it lets the people around you know you mean business.    

•    Step 2: “Do Your Research and Have Multiple Options Ready”.  Know that if you can’t get exactly what you want you have a back up plan.  For example your boss turns you down on the raise you asked for, before you start pouting see what else you can do.  “Well I understand my raise in not in the budget this year but how about…”

•     Step 3: “Ask What the Other Party Needs and Wants”.  Take into consideration what everyone’s goals are.  Maybe you can leverage something you have, to get what you want.  

Comments (11)

John Walters
Frank Rubi Real Estate - Slidell, LA
Licensed in Louisiana
I think the motto always prepared applies here.  Also have a contingency plan.
Dec 09, 2007 12:01 PM
Alix Pinzon
Open Mortgage, LLC NMLS # 2975 - Downey, CA
Super advice.  Oh, and Randi is a really neat name for a girl (lady).  Living in Southern California has made me a very aggressive driver.  My negotiating skills could never get that bad.  Interesting blog.
Dec 09, 2007 12:03 PM
Don Wenner
DLP Realty - Allentown, PA
Great advise
Dec 09, 2007 12:03 PM
Todd Jones
Weichert Realtors - Hibble & Associates - Clarks Summit, PA
Step one is key. Many people think they know what they want but actually do not.
Dec 09, 2007 12:11 PM
Kanu Patel
Century 21 Percy Fulton Ltd, Brokerage - Toronto, ON
In negotiation, I don't take into account step 3. But it's very important to achieve our goal. Any negotiation, all parties should be in WIN WIN position.
Dec 09, 2007 12:19 PM
Mike Jaquish
Realty Arts - Cary, NC
919-880-2769 Cary, NC, Real Estate

#3, #3, #3!

Without #3, it is not a negotiation, but a demand.

Win-Win is for real, and #3 is the key.

Dec 09, 2007 12:42 PM
As realtors negotiation is one of the key abilities we need to help our clients. They can pretty much find the properties themselves. The better negotiators we are, the better we can serve our clients.
Dec 09, 2007 12:57 PM
Randi Rapp
Randi Rapp - Aventura, FL

John - Yes plan B is always necessary in work and life!

Gregg - You should see the drivers here! :)

Don - Thanks for your comments

Todd - Yes many do not know what they want our job is to help them discover this...

Kanu - Win -Win is the only way we need to make everyone feel as if they are getting at least a little bit of what they want.

Mike - You are so right !

Unnamed - who are you? ! The only thing we have is our people skills and negotiating skills information is abundant and there for everyone Now we really are in the SERVICE business!

Dec 10, 2007 04:33 AM
Dale Campbell
Virginia Real Estate - Mechanicsville, VA
So true, Randi!  In negotiating, I try to figure out what the other party wants, and then work out a way I can live with giving up what I need to in order to get them what they want.  Then try to figure out what I need to receive in exchange for giving that up.
Dec 10, 2007 06:31 AM
Jimmy Katz
Wynd Realty & Katz Realty Group - Alpharetta, GA
"REAL Solutions for Real Estate!"

nice post.  good advice

Aug 31, 2010 02:06 PM
Randi Rapp

thanks for your comments!

Aug 31, 2010 02:46 PM