IT’S NEGOTIABLE

Successful negotiating used to be about winning at all costs and grinding the other person into the ground. But at the NAR convention in Orlando this week, associate broker Pili Meyer contradicted that assumption in her real estate course, Effective Negotiating For Real Estate Professionals. “You can’t do real estate alone, and it shouldn’t be adversarial,” says Meyer. “You need good relationships with colleagues, competitors and other professionals.” Meyer offers the following negotiation tips:
• Build trust by clearly stating your clients’ objectives and respecting those of the other party. Remain flexible and show empathy for other peoples’ difficulties.
• Ask lots of open-ended questions – those that require more than a “yes” or “no” answer.
• Never lose your temper or yell. If egos clash, ask for a break until tempers cool.
• Don’t underestimate the value of being nice, which is not the same as being a doormat. If you listen to people fully, they will listen to you.
• Remain calm and balanced under pressure. Show that you not personally vested in the outcome of the negotiation.
In the event of a deadlock, think outside the box. Brainstorm creative solutions that will add more value for your client and theirs, and try to reestablish common ground by building rapport.

Source: National Association of Realtors, Wendy Cole
© 2008 FLORIDA ASSOCIATION OF REALTORS®

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