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Jul. 15, 2006 - Negotiate Like a PRO!

I enjoyed the wonderfully warm reception at the Monthly WCR Business Resource Meeting of the Southeast Valley Regional Chapter.

They had asked me to speak on negotiating and here are the notes from that meeting:

The Top 10 Win/Win Strategies for Negotiating Success

1. PREPARE

Know your options.

BATNA=Best Alternative To a Negotiated Agreement

Know The other person's needs and objectives

2. ASK LOTS OF QUESTIONS

"How Can this work?"   "What would be fair?" "In your opinion,..."

3. LISTEN

There is power in silence. He who speaks first loses.

4. REFLECT BACK

"So I can better understand your position....."

5. NO ULTIMATUMS

Don't offend, threaten. Calm their fears

6. ANSWERING IS A SKILL

Silence gets concessions

7. POSITION YOURSELF

Ask for more. Give yourself wiggle room. Then, they can have the last word.

8. WHEN YOU CONCEDE SOMETHING, ASK FOR SOMETHING IN RETURN

9. HAVE TIME ON YOUR SIDE

80% of concessions are made in the last 20% of the time. Have patience.

10. BE INTEREST BASED VS. POSITIONAL

What is the joint/shared committment? Separate the issues from the people.

 
Comments ( 5 ) :: Post A Comment! :: Permanent Link

Jul. 22, 2006 - re: Negotiate Like a PRO!

Posted by Anonymous
Just visited this site. Great ideas, Joeanne. I love your writing as it is a reflection of your thinking -- to the point.
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Aug. 5, 2006 - re: Your Inspirational Comments

Posted by Jody Hood
I am a new blogger as of yesterday.  I have been in RE for 33 years!!!!GASP! See my website - JodyHoodRealEstate.com -  And I have survived the "ups and downs" and "ins and outs "and thru it all have raised and educated 2 children.  Both have graduated from college and one went on to get his Masters Degree.  They are both independent people who have never asked me for a penny.  So that is good. Did they learn independence from me?  I guess so. They are totally self-supporting and forging ahead in their own separate worlds.  The tradeoff:  As RE cools down and I have some free time to read these things that I always use to delete on my e-mail and to think about the past and the people I have known and the opportunities that have come and gone - that I sort of ignored or didn't give very much notice to, I wonder where they might have taken me.  Career wise after college there were things I would have liked to do with my life. Now it is too late.  Maybe Georgetown and the Foreign Service.  i would have liked to pursue that.  Or perhaps something in the tv Industry.  I took Theatre Arts in college and would have liked to use that.  But marriage/divorce/and raising 2 children by myself enveloped my life and soon RE took it over and became my top priority for survival.  And still is.  So here we go again.  With a lot of Lookers sitting on the fence wondering what will happen next.  I had not planned on attending the CAR/NAR conventions.  Maybe I will to see what it is you are doing with this circle of women that you have.  By the way, my maiden name was Joan Foss.  Strange coincidence.  Jody Hood    
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Oct. 9, 2006 - re: Negotiate Like a PRO!

Posted by Wayne Long
Joeann,     Your negotiating tactics are right on target.  I think most Realtors talk about being good negotiators but do not put in the time and effort to become the expert negotiators that we need to be.  I very much like your style!  Thank you.  Wayne Long  
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Oct. 1, 2007 - RE: Negotiate Like a PRO!

Posted by Joeann Fossland, e-PRO, PMN, SRS

Cheryl

The awareness of wanting to strengthen that skill will serve you well! I bet you will feel good about your results!
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Jun. 7, 2009 - RE: Negotiate Like a PRO!

Posted by Boston Condo

Congrads for being named the top ten women real estate bloggers.
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About Me

Resources, articles and thoughts on being awesomely productive and creative while enjoying a life you love! Don't forget to visit my web site at www.joeann.com for even more information and resources. COMMENTS ARE WELCOME. Please notice the Post A Comment link at the bottom of the posting.

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