Read this in an email yesterday "Keep your words soft and sweet in case you have to eat them". When the negotiations of a contract are not going well, it's so easy to start complaining about the process, the other agent, the other customers, or even your customers. How you act and react in tough situations speaks volumes regarding how others perceive you. Funny thing is that it's all relative. Some client's may want you to go in screaming and kicking on their behalf or they wonder whose side you are on. Others would stare wide eyed at you if you started making a scene. I'm not a fighter. I will negotiate hard for my clients. I will back up my requests with data and statistics and comps but I don't present anything with venom. We all make mistakes but it's easier to apologize if you haven't been a complete monster. Pass the chocolate :)
In the words of a great Wasington political survivor. write no emails and keep every one you get. Nice post and great advise
Very true. The old adage of you catch more flies with honey than vinegar comes to mind.
Laura--This is something every agent should take to heart...Few people are impressed by the "kicking and screaming" type of negotiation. Cooler heads seem to prevail much more often.
Laura, My policy is to write emails with information I will never be sorry..if someone printed or forwarded to others. I reserve the heated discussions for the phone, with no paper trail.
Steve
I love this! Excellent post! "Keep your words soft and sweet in case you have to eat them". You are my kinda gal!
Great blog Laura. This is how I "always" operate....but last week I got a lead on my system. They called me and asked for an address. As I spoke to them they said they had an agent, then I flipped. If you have an agent then why are you signing up on my Web site? Doesn't your agent have a Web site? Do you know how we get compensated, etc, etc, etc. Afterward, I felt bad and knew it was a mistake. The next day I emailed him the address anyway, so what did I gain? NOTHING!!!
Thanks for all your positive comments, input, and stories. Sometimes tough to remember in the heat. But the tree isn't as important as the forest.
Laura, I'm with you, but there are times... I do let my clients know that I'm on their side and try to negotiate in a win-win manner.
This reminds me of the saying "Be careful how you build a bridge...for one day you may need to cross it." GBU!
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