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

 

close

Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Alan Bruzee 07/18/2010 01:20 PM
Topic:
ActiveRain Community
Location:
Maryland Montgomery County Rockville
Groups:
Advice for Sellers
Be The Best In Your Field
CRS - Advantages
Long & Foster Agent Lounge
Realtors®
Tags:
negotiation
2010 tips
tips for home buyers
tips for sellers
advice
agents

Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

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

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

Spam prevention

Accessibility option: listen to a question and answer it!

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

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

Show All Comments
Rainmaker
1,087,400
Bryant Tutas
Bryant Tutas-Tutas Towne Realty, Inc - Poinciana, FL
Broker/REALTOR, 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.

Jul 18, 2010 03:00 PM #1
Rainmaker
538,786
Cynthia Larsen
Safe Haven Realty - Cotati, CA
Sonoma County Real Estate Broker

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

Jul 18, 2010 06:33 PM #2
Rainmaker
211,587
Yvette Chisholm
Long & Foster Real Estate, Inc. - Rockville, MD
Associate Broker - Rockville, MD 301-758-9500

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!

Jul 19, 2010 09:48 AM #3
Rainer
115,898
Ben Benita
www.ShortSaleShop.net - Gainesville, VA
Short Sale Negotiator, Author

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

 

Jul 19, 2010 02:08 PM #4
Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

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

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

Show All Comments
Rainmaker
211,587

Yvette Chisholm

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

Accessibility option: listen to a question and answer it!

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

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

Additional Information