Mirror, Mirror On The Wall - Who Is The Best Negotiator Of All?

By
Real Estate Broker/Owner with KGC Properties LLC, Tucson Property Management & Real Estate

You would think that some people are just born with good negotiating skills.  Others, who are good negotiators - have cultivated that skill.

A little incident a couple weeks ago related to my car.  Usually, I let little things go - but this time - it was more than little.  At first the manager said, "Small mistake - it's just a cosmetic thing - nothing some paint won't fix." But I want a new wheel!  The mistake? Had my brakes changed, and they forgot to put the gasket and screw back on to seal the brake fluid line - which ultimately leaked and the acid ate up the paint on my wheels.  Never mind the bigger issue of no brake fluid right?!

We couldn't agree on anything - so plan B.  Ironically the very next day, I saw this manager in a grocery store parking lot with his cherry-ed out 1956 truck.  It was freshly polished, with chrome wheels so sparkling and clear they could have been mirrors.  Likely with sarcasm I said, "Wow - imagine if brake fluid spilled on those wheels and ate up the chrome."

Suddenly, we were speaking the same language and landed an  agreement about my wheel.

Point about negotiating?

Give your offer the advantage from the get-go - set the bar for what you want with higher expectations yet strong substance.  It will set the standard for future discussions.

Speak a different language if you have to - will the person you are dealing with be swayed by hard facts, or do they need to talk and discuss things out?  Take the time to understand their language and mirror it - the end result is your offer or request will be more easily received.

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Buying or selling Tucson real estate, Mt Lemmon, Tucson bank-owned homes, Tucson rental homes, or Tucson lease option homes? Visit www.KGCPropertiesLLC.com .

                                                 

 

This blog is written with my opinions and my opinions are  presented with accuracy but not guarantees. Please talk to a professional before making any real estate, financial or agency decisions.    Gabrielle Kamahele Rhind - 2014. If you want to reprint parts of this - just email me for my permission: KGCProperties@gmail.com .

 

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Rainmaker
570,044
Bill Gillhespy
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos
16 Sunview Blvd

Hi Gaby,  Terrific analogy and so true.  Negotiating skills may be the only real difference between great agents and,  well, you know...

November 29, 2011 01:12 PM
Rainmaker
1,368,882
Donna Harris
Realtor, CDPE & ASP - Hill Country Lakeway Austin
Regent Property Group

He's probably wishing he picked a different grocery store! He also knew from the get-go what the right thing to do was, but wanted to see if you would balk.  You can't show all your cards too early.

November 29, 2011 01:39 PM
Rainmaker
476,374
Barb Szabo, CRS
E-pro Realtor, Cleveland Ohio Homes
RE/MAX Trinity Brecksville Ohio

Gabrielle, Way to think on your feet! Sometimes a "picture" is all someone needs to see your point of view!

November 29, 2011 02:01 PM
Ambassador
474,179
Kristin Moran
San Antonio,TX - Real Estate - 210-313-7397
Owner - RE/MAX Access - KristinMoran@Remax.net

THat is one funny story! He definitely saw it from your point of view at that point! Good going!

November 29, 2011 02:37 PM
Rainmaker
657,152
Eileen Hsu
LICENSED REAL ESTATE SALESPERSON
Douglas Elliman Real Estate

Great analogy, being aware to frame things in a particular way is an important tool for any negotiation.

November 29, 2011 03:36 PM
Rainmaker
1,322,713
Charles Stallions
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.
Charles Stallions Real Estate Services

I love the art of negotiating and I pretty much follow your guide lines as well thanks for the post.

November 29, 2011 03:45 PM
Rainmaker
282,815
Charlie Dresen
Steamboat Springs, CO e-Pro
Steamboat Sotheby's International Realty

Determining what matters to another person is key to negotiation - if they can't see your point of view within their realm of thought processing, then you're pretty much not going to get anywhere fast. Whether you meant to or not with the grocery store parking lot comment, your point got noticed when it was in the context the manager could relate to - congrats!

November 29, 2011 04:38 PM
Rainer
157,536
Anthony Daniels
SF Bay Area REO Specialist
Coldwell Banker

The person in the mirror, of course.  Unless you're negotiating with the devil (which we often do in real estate).

Good post, thanks for sharing it.

November 29, 2011 04:43 PM
Rainmaker
586,030
Joy Daniels
Joy Daniels Real Estate Group, Ltd.

Great turn of events - I am glad they turned your way or maybe it was that you were smart enough to recognize it!  Conrats!

November 29, 2011 06:45 PM
Rainer
220,377
Cliff Keith
Redwood City Real Estate
Today Sotheby's International Realty

great advice.  I guess that is why they call it a Listening (listing) appointment vs. a talking appointment.

November 29, 2011 09:11 PM
Rainmaker
85,347
Ben Blonder
Buyers, Sellers, Investors!
Broker/Owner, Kapital Real Estate Inc

Congrats on the win. Sometimes you really have to use language to convey a point and see if it works. If not, you can always go with a different angle so long as you weren't offensive.

November 29, 2011 10:17 PM
Rainmaker
647,735
Evelyn Kennedy
Alameda, Real Estate, Alameda, CA
Gallagher & Lindsey, Alameda, California

Gabriella:

I like that you told the manager what you wanted from the beginning and stuck to your guns.  And of course you explained in a logical manner why you should have new wheels.  Good job.

November 29, 2011 10:49 PM
Rainmaker
254,409
Steve Warrene
The Warrene Team - Your Pittsburgh Professionals
Keller Williams Realty

Gabriella, the one school of "It's my way or the highway" is gone with the wind.  Now it's all about everyone being on the same playing field.

November 29, 2011 10:58 PM
Ambassador
1,550,726
Christine Donovan
Broker/Attorney 800-610-7253 DRE01267479 - Costa M
Donovan Blatt Realty

Gabrielle - Well done. I think the ability to be a bit of a chameleon can make a huge difference in negotiation.

November 29, 2011 11:08 PM
Ambassador
683,273
Charita Cadenhead
Serving Jefferson and Shelby Counties (Alabama)
Keller Williams Realty

Funny how the tables can suddenly turn.  You said exactly what needed to be said at the exact time that it needed to be said. Timing is everything.

November 30, 2011 03:17 AM
Rainmaker
1,776,282
Gabe Sanders
Stuart Florida Real Estate
the BlueWater Realty team specializing in Martin County Residential Homes, Condos and Land Sales

Well done Gabrielle.  Often the best negotiator is the one that gets his/her way while the other one thinks they won.

November 30, 2011 07:36 AM
Rainmaker
313,510
Sandy Acevedo
RE/MAX Masters, Inland Empire Homes for Sale
951-290-8588

Hi Gabrielle, great job on getting your point across. Also lucky that you saw him with his great truck to make the analogy.

November 30, 2011 10:13 AM
Ambassador
705,742
Debb Janes
REALTOR®, EcoBroker Camas, Washington
The Carl Group, LLC

Gabrielle, glad this had a good outcome for you - and good for you for not giving up. You were right. Don't you love how the universe gave you that moment in the parking lot?

November 30, 2011 10:17 AM
Rainer
277,079
Steven Cook
- Pierce, King, Kitsap, Thurston, Mason Counties
No Longer Processing Mortgages.

Gabrielle - Thank you for a very vivid example of one of the best ways to negotiate to get what should be done done.  

December 01, 2011 01:24 PM
Ambassador
1,140,291
Paul Henderson
I always put my clients first in any transaction!
RE/MAX Professionals.

Remember the good old days when a featured post would get 75 to 100 comments Gabs? This post deserved much more... 

December 11, 2011 09:51 AM
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Rainmaker
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Gabrielle Kamahele Rhind

Broker/Owner
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