The 1-2 Punch of Negotiation

By
Real Estate Agent with Long & Foster Real Estate, Inc. Assc Broker MD DC VA

punchThe art of negotiation is very elusive for many people.  Sales people in particular are often distressed about their abilities.  They often will take classes and coaching and buy training materials and read books.  The ultimate in negotiation is very simple.

Some people seem adept at negotiating from the day they are born - and yes, they are - they know "the secret".  Some people let life pass them by and never learn the secret.

There are really two important aspects to negotiation:
no entry

  1. Power
  2. Collaboration


At EACH and EVERY step of the negotiation review:

  1. "Who has the power?" 
  2. "What is the willingness to collaborate?"


It is so simply really...good negotiation is listening, understanding, and getting everyone the best part of what they want that is available and reasonable. 

 

One more thing, and the door needs to be open...not closed...everyone needs a graceful exit.

 

 

Posted by

Yvette Chisholm, Associate Broker, MD, DC, VAAlan Bruzee & Yvette Chisholm Alan Bruzee, Associate Broker, MD, DC, VA
Long & Foster Real Estate, Inc.
 Rockville/King Farm Office 301-548-9700
402 King Farm Blvd #150 Rockville, MD  20850

Telephone: 301-758-9500
 
EQUAL HOUSING OPPORTUNITY

www.BruzeeChisholm.com

 

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  1. Alan Bruzee 07/18/2010 01:20 PM
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Rainmaker
1,080,090
Bryant Tutas
Broker/REALTOR, Tutas Towne Realty, Inc
Bryant Tutas-Tutas Towne Realty, Inc

Yvette. Listening is soooo important. If we listen close enough we may find out that what the other party is asking for is not really what they want. For example: They may be negotiating for a higher price when what they really want is to be able to stay in their home longer. Or they are basing the price they want on what they think need to purchase another home. It we can show them they don't need as much as they think we can are one step closer to being able to negpotiate the price down.

July 18, 2010 03:00 PM
Rainmaker
525,454
Cynthia Larsen
Sonoma County Real Estate Broker
Safe Haven Realty

I love the negotiation part of real estate. That's where the fun begins!

July 18, 2010 06:33 PM
Rainmaker
210,324
Yvette Chisholm
Associate Broker - Rockville, MD 301-758-9500
Long & Foster Real Estate, Inc.

Bryant - exactly!  Sometimes people need or want something different than we think....listening is such a basic skill.

 

It is fun Cynthia - especially when you can get everyone what they want and have everyone still feel good about it!

July 19, 2010 09:48 AM
Rainer
115,876
Ben Benita
Short Sale Negotiator, Author
www.ShortSaleShop.net

I have been successfully been negotiating short sales for almost 5 years (actually just got my book up on Amazon: "Are you more likely to see Bigfoot or a short sale approval letter?"

Some of the best advice I ever got - -negotiatie like a 4 year old, they just keep trying and asking and asking and asking and asking and asking (you get the point), until they achieve their desired results.....

Works 100% for our nationwide short sale business!!

All my best to everyone, hope 2010 is your best year ever!!!

Sincerely,

Ben Benita, Speaker, Author

BBenita@comcast.net

 

July 19, 2010 02:08 PM
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Rainmaker
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Yvette Chisholm

Associate Broker - Rockville, MD 301-758-9500
WANT TO TALK?? Call me on my mobile 301-758-9500
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