Let's Negotiate: Negotiating Stumbling Blocks

By
Education & Training with Alan Kells 1-814-881-7548

Let's Negotiate:  Negotiating Stumbling Blocks

What are some of the most common stumbling blocks encountered when negotiating contracts on your clients behalf?  When you are negotiating with them for their business?

  • Emotions

 

  • Unskilled negotiators    

 

  • Passive negotiators

 Stumbling block

  • Inflated ego

 

  • Poor listening skills

 

  • Ignoring non-verbal clues

 

  • Focusing on differences

 

  • Undefined / unrealistic goals

 

 Now that we have listed a few stumbling blocks let's brainstorm solutions to overcome them and put the deal together.

  • Solutions for inflated egos:  Use the Win/Win style of negotiating  Don't win the battle only to lose the war.  We live in the community in which we work.

 

  • Solutions for unskilled negotiators:  Re-define the rules of negotiating.  Restate goals and timetable/  Sellers want to sell and buyers want to buy.  Our job is to bring both parties together.

 

  • Solutions for passive negotiators:  It's not about things. It's about people.  It takes time and effort.  Not all people are motivated by money.

 

  • Solutions for emotions: Maintain objectivity.  A professional is always in control.  "No" can be a starting point rather than a roadblock.

 

  • Dealing with poor listeners:  Paraphrase the other party's position.  Ask ..."How do you feel about . . .?"

 

  • Detecting non-verbal clues:  Face to face is most effective.  Watch body language

 

  • Focusing on differences:  Create momentum by emphasizing common points of agreement.  "Great!  We agree on . . . "

 

  • Undefined/Unrealistic goals:  Know the difference between a realistic buyer and realistic seller and know when to say, "You're Fired!"  I can choose to work with Realistic or Unrealistic clients.  I only get paid when the deal goes together.

Please share your favorite negotiating tip with the ActiveRain community . . .What helps you get the deal together?

 

See:  Let's Negotiate . . . "No"... "Don't You Understand NO?"

close

Re-Bloggged 1 time:

Re-Blogged By Re-Blogged At
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the magnifying-glass to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Topic:
ActiveRain Community
Location:
Pennsylvania Erie County Erie
Groups:
Addicted to Active Rain
BananaTude
Be The Best In Your Field
Club Chaos
Cosmic Cow Pie...The Rome Way
Tags:
lets negotiate stumbling blocks real estate classes erie pa alan kells

Comments 28 New Comment

Rainer
227,208
Diane Rice
SFR, SRES, CNC
Diane Rice, Rice Prprty Mgmnt & Rlty, LLC, South Holland, IL

Mary - you are a pro... facing objectives with wisdom is an art that everyone cannot master... but YOU have!

January 29, 2010 06:24 PM
Rainmaker
273,277
Irene Tron

Hi Mary - I came back to read through your list again.  I wonder how many of us are successful at all the things with every client.  I sure don't think I am 100% successful but I'm working on it.

January 29, 2010 10:58 PM
Rainmaker
667,986
Mary Yonkers
Erie/PA Real Estate Instructor
Alan Kells 1-814-881-7548

No Diane,  I am still learning just like everyone else, but thanks for the compliment.  Love ya.

Irene--I see why you have been so successful.  You are very diligent and review what you have learned and try to apply it to your business.  I am glad that my post was helpful.

January 30, 2010 06:11 AM
Rainmaker
862,920
Jane Peters
Connecting you to the L.A. real estate scene
Power Brokers Int'l

Great overview, Mary.  We must all remember that negotiation is an art and with all art it either comes naturally or not.  For those ungifted negotiatiors like me it takes practice, practice, practice.

January 30, 2010 12:48 PM
Rainmaker
667,986
Mary Yonkers
Erie/PA Real Estate Instructor
Alan Kells 1-814-881-7548

Hi Jane--With practice we can all improve our skills and our clients deserve the best service we can offer.  Thanks for stopping in this afternoon.

January 30, 2010 03:12 PM
Rainmaker
667,986

Mary Yonkers

Erie/PA Real Estate Instructor
Ask Mary about Real Estate classes in Erie, PA
*
*
*
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the car to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Additional Information

Real Estate Education is my passion. My goal is to encourage YOU to maximize your strengths and overcome your weaknesses. How can I help you? View Mary Yonkers, Educator/Trainer's profile on LinkedIn