Negotiator or Irritator

Trunda:  You are SO right!  The ones that I KNOW I'm going to beat right off the bat ARE the ones that react emotionally to my client's offers/counters and I LOVE IT!  Ask my hubby--I get off of the phone and start chanting, "I won, I won, I WON!" 

I was a nurse before I became a REALTOR (Read about it in my 100K point post!  I won't leave the link here since some don't think it's kosher to do so!), and the ONE thing that I was nervous about was the negotiation process--I was so used to 'taking care' of the situation and being a 'peacemaker.'  Well, I had a TOUGH developer/REALTOR BIC who used to be in sales and KNEW how to close a deal.  He quickly got me over that but, it remains THE most exciting part for me because I kill them with kindness, then reel them in, hook-line-and-sinker--ESPECIALLY when they are emotionally attached to that property for some reason! 

GREAT post and sorry I wrote such a lengthy comment!  But, you hit my funny nerve!! ;-)

 

The art of negotiaton is not one that is practiced by many. It is a very important skill and it looks like you have taken a lot of time to find out the interests of your clients so you can make it a "win" for them!

I guess I've never viewed negotiations in a negative light, although it appears from the comments that many do see the negotiation process as a controversial one - even war-like.  I realize that it can and will involve controversy, but my take has always been to ask myself and my client what we can do to make this oppportunity to buy or sell work.  It's great when it's a win-win for both parties.  If that's not possible, we analyze where it broke down and may have to make adjustments for the buyer or seller's expectations.  Sometimes these are unrealistic despite all the counseling/educating we've done, and we have to bring them back down to earth. :-)

Great post!

Excellent blog.  Negotiating is so important.

Trunda - we like to up our kindness - doesn't mean we give in :) , and it is suprising how much further you get when you don't come across the table screaming, arrogant, argumentative etc. ~Rita

Trunda

You are so right on this. It never  ever pays to get ticked when negotiating contracts. You can be foreceful but pleasant, always remembering your duty to your clients are foremost.

Hi Tundra,

You're soooo right. The "scorched earth school of negotiating has never made sense to me. I've always found success with my Dad's advice "You can catch more flies with honey than you can with vinegar."

The bigger the gap between offer and list price the nicer I am...and I'm pretty nice to begin with. You never know when you're going to run into that agent again.

Trunda,

Excellent Point!!! This is a great post..thanks for writing.

Trunda, I think negotiating is getting easier in this market. I believe if we act as professionals we can achieve a win/win in my favor...

Trunda, very true. It's a win, win when everyone gets along for the common good of all parties. Acting professional is the only acceptable way to act.

Some Agents believe in order to be a Good Negotiator, they need to be Standoffish, Argumentative or Confrontational. Not True.  If you Wouldn't respond Favorably to it, why Would Anyone Else?

That should be standard reading in real estate training programs for all agents at all agencies in every state.

Trunda, what a great little nugget. Thanks for sharing. The only thing that could improve it is to make it rebloggable.

This is exactly the type of unprofessional and overly emotional behavior that gives me a headache...Agents who take negotiation personal (as if they own the house). Great post Trunda!

I was trained to always handle negotiations as if I was observing from a distance - mentally removing myself as an involved party.  Imagining how another agent would handle it. The best negotiators play hard ball effectively - they aim for their clients top needs, and throw in less important scraps to seal up the deal.

Trunda;  I love this one.  We would probably make more sales if we were careful to think like a negotiator and not take things personal and also encourage our sellers to think that way too.