Barbara Todaro's recent post, You May Have Won the Battle But You Have Lost the War reminded me some of "not-so-pleasant" negotiations in the past. I've often felt the "need to prove that I'm a HERO to my client" more than reminding of ourselves that our clients have really hired us to seal the deal, more than anything else.
As a Frisco TX Realtor, my job is to remind everyone in the transaction of the BIG PICTURE. Don't let emotions and pride get in the way. It can become detrimental.
For clients: Remember that in the bigger picture, if negotiations can be a little compromise, and everyone getting what they want, the end result is almost always positive.
For agents: This seems to get in the way more often than it needs to be. Remember to drop your need to prove your value. If you get the deal sealed for everyone, you have done your job - what you are supposed to do.
Often times, agents don't get to speak to the other party. We are middle persons, a representation of our clients. I've been through transactions where agents make decisions for their clients, causing the deal to fall apart. Then, one party suing another, just to find out that the party to the transaction never said/ or wanted those consequences. The agent had made the decision for their clients and never consulted the clients! Ouch. Tens and thousands of dollars later, the transaction didn't go through and left a sour taste in everyone's mouth! No one won except for the attorneys!
Whenever I feel a little tension in our negotiation, I remind the agent, "We are ALL in the SAME BOAT. We all want to go to the SAME PLACE (a closed transaction). It's not Me against You. It's Me helping You and You helping Me to see how we can get both parties to meet at the SAME PLACE".
The agent often back up and have a do-over in negotiation style and tactic. Very few remain jerks once I remind them of how we can continue to move forward.
No, I didn't give my client's position away. Often times, it's quite the opposite. We get there happier and merrier!
I believe in COLLABORATIVE NEGOTIATION style. Everyone still got what they want!
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Content & Photography Copyright © 2013 by Loreena Yeo (3:16 team REALTY)
We are ALL in the Same Boat
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