The Art Of Negotiating… What’s Mine is Mine. What’s Yours is Negotiable.
“Let us never negotiate out of fear. But let us never fear to negotiate.” – John F. Kennedy
How many of you think you are a good negotiator?
How many of you take the time to read, listen and study negotiating?
My mindset has always been “Can I get a better deal?”
One of my mentors John Hamilton said “The only time I let go of a dollar is to get a better grip on it!”
It amazes me how little time is spent in our industry on training, practicing and focusing on the art of negotiating.
It is so important to remove the anxiety and fear and be like children when it comes to this skill.
Children are the world’s greatest negotiators.
They are enthusiastic, passionate and relentless when it comes to getting what they want.
Children have a knack for turning on the charm, getting our defenses down and then honing in on the goal like a shot from a sniper rifle.
My 8 year old son Jude and 10 year old daughter Goldie are the masters at playing the negotiating game.
How do you feel your negotiating skills are on a scale of 1 – 10?
Of course not many of us Realtors are a 9 or a 10 but if you can move from a 6 to a 7 this year and bump it up a notch the year after do you not feel it will make a difference in your bottom line and the satisfaction of your clients?
If you see the value in this then why not choose today to begin moving in that direction?
Dedicate an hour a week to reading a good article, ask a colleague you feel is a strong negotiator for a tip or two or work your way through a book on the subject and watch your confidence rise.
I truly believe being a better negotiator protects our clients best interest.
All great negotiators get a good deal for their clients and leave the other party feeling they did too.
The key to a good negotiator is they must be willing to lose it all. Push the limits. Walk away and live on the edge.
Here are some of my favorite negotiating tactics
- Flinch – animated adverse reaction to something you heard
- Crunch – getting a concession without giving one. “is that the best you can do?”
- Bracket – limitations and controlling expectations ahead of time
- Limited Authority – check with the powers that be
- Trade Off – give a little, take a little more
- Competition – providing alternatives to their home
- Legitimacy – putting it in writing. Visuals
- Bold Stroke – suggest a meeting point for all parties
- Nibble – ask for just a little more
- Silence – he or she who speaks first, loses
Negotiating does not mean being over confident or arrogant.
Be sure to identify everyone’s concerns and understand their position.
You must always foster a spirit of cooperation and create the WIN-WIN scenario.
In order to improve and expand your skills in the area of negotiation subscribe to John Hamilton’s weekly e-newsletter at KeepNegotiating.com and learn from one of the greats in this field.
Strength and Courage,
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