How Do You Negotiate? Like Vinegar or Honey?

By
Real Estate Broker Owner with Rulnick Realty, Inc.

Negotiating

This week I dealt with two agents offering a startling contrast in styles.  Sort of like "vinegar" and "honey".

Agent Vinegar Tactics during negotiations:

"Your seller must not really want to sell.”

"How many offers have you had so far?”

"It’s not priced right in the first place.”

 

Agent Honey Tactics during negotiations:

"I am not Houdini, but I’ll try to do magic!”

"I’ll do the best I can to make this work.”

"Thank you!”

 

Which agent do you think will be more successful negotiating for their client?  Both are representing their buyers with low offers.  Agent Vinegar’s approach is an aggressive attack.  It is meant to show the listing agent that the house was overpriced and the listing agent could not sell it.  Agent Honey shows he is approachable and calls for empathy. 

Agent Vinegar will probably get the listing agent defensive and build up a wall.  Remember, agents are not automatons, they are human.

Agent Honey will probably get the listing agent to act like a teammate to get the deal done.

Which agent are you?

 

It's Wendy!

Wendy Rulnick, Broker, Rulnick Realty, Inc.

Call toll-free 1-877-ITS-WNDY (1-877-487-9639) or local 850-650-7883 ext 204

Email Wendy: itswendy@rulnickrealty.com

Destin FL Real Estate

Destin Short Sales & Pre Foreclosure Help.

Read Wendy's Destin Real Estate Blog

Wendy is a short sale and pre-foreclosure specialist and has been featured in "Kiplinger Personal Finance Magazine" and "Florida Realtor Magazine". Call Wendy Rulnick, Broker/Owner,to list and sell your home or condo on the Emerald Coast of Florida in Walton, Okaloosa and Santa Rosa County-  Destin, Santa Rosa Beach, Fort Walton Beach, Niceville, Bluewater Bay, Navarre, Seagrove Beach, Watercolor, Sandestin, Seaside, Crestview, Rosemary Beach, Mary Esther, Shalimar, Eglin AFB, Hurlburt Field. 

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"It's Wendy... It's Sold!"

Wendy Rulnick, Broker/Owner Rulnick Realty, Inc.

Call Wendy Rulnick 1-850-650-7883 ext 204

email itswendy@rulnickrealty.com

www.ItsWendy.com property searches and community info

www.ShortSales-EmeraldCoast.com for short sale help on the Emerald Coast

Co-Founder www.ShortSaleSuperstars.com  national network

Wendy Rulnick is the marketing choice for sellers on the Emerald Coast who want to list and get their homes and condos sold in Destin, Sandestin, Bluewater Bay, Santa Rosa Beach, 30-A, Watercolor, Seaside, Rosemary Beach, Seacrest Beach, Kelly Plantation, Regatta Bay, Destiny and more.

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  1. Christa Borellini 09/17/2010 06:46 PM
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Comments 13 New Comment

Ambassador
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Missy Caulk
Realtor - Ann Arbor Real Estate
Missy Caulk TEAM

Wendy, it never ceases to amaze me when I read these things. They are not really helping their buyer out are they. 

 

September 18, 2010 10:35 AM
Rainmaker
450,137
Wendy Rulnick
Destin FL Real Estate
Rulnick Realty, Inc.

Gabe - I tend to agree.

Missy - Being adversarial with the other agent usually doesn't help.

September 19, 2010 09:47 AM
Ambassador
1,065,054
Melissa Zavala
Broker, Escondido Real Estate, San Diego County
Broadpoint Properties

I once wrote a blog post where I said that people either negotiated like verb or prepositional phrases. Verbs are your vinegar.

September 20, 2010 05:28 PM
Rainmaker
450,137
Wendy Rulnick
Destin FL Real Estate
Rulnick Realty, Inc.

Melissa - Your version sounds more deeply thought out:)

September 20, 2010 05:33 PM
Rainmaker
873,008
Adrian Willanger
Profit from my two decades of experience
206 909-7536 TheHomeFunnel.com

Wendy~thanks for the post. I think I tend to be more honey loaded with statistics.

February 03, 2011 10:19 PM
Rainmaker
450,137

Wendy Rulnick

Destin FL Real Estate
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Author Bio: Wendy Rulnick, Rulnick Realty, Real Estate Broker in Destin Florida and all surrounding towns

The market. Smart sellers. The Emerald Coast of Florida. stLight.options({publisher:'38725d03-3cc6-42e6-bcc5-9e8126fcc3e0'});