Latest Articles

Brokerage, Industry, Education, Misc

May 18, 2010

Everyday Negotiating

Hello Good Negotiators
Most of our negotiating opportunities are NOT huge, pre-planned, strategy heavy events. They are instead simple encounters with people (good people) who, like us, just want a 'good deal'.
Our capacity to strike that good deal usually requires attention to a process whereby we capitalize on opportunities.
Let's review a few quick tips and guidelines that good negotiators use successfully everyday.
Negotiating Tip: Everyday Negotiating
1. Be Assertive and Confident
Even if your resolve and position is somewhat frail, don't let that show. Be bold. Present your position as though it was a no-brainer and as though everyone should jump at accepting it.
Even if you think your proposal is wildly aggressive, communicate it as though you were backed up by tons of market research. Even if your proposal isn't accepted, it will move the 'mid-point' or 'agreement point' closer to your side.
2. Look for Weakness and Vulnerabilities We're not looking to stomp someone into the dirt or abuse them when they're down. We are, however,looking for an edge.
Most negotiations are a mind game and good negotiators look for and pick up on subtle signals from their opponent. Perhaps it is their tone of voice, their tendency to push the discussions toward a certain direction or even a difference in demeanor from the last time you've dealt with them.
Ask questions. Get them talking about their situation. Probe as to their flexibilities. Such activity can provide a powerful and effective edge in reaching that desired result.
3. Use Leverage and Influence Strategies Too often we think that experienced opponents won't be influenced by our negotiating strategies and techniques. One thing is known, sound strategies always influence our opponent.
Granted, some strategies might not have the dramatic effect we'd hope for, but they always influence to some degree. If nothing else, they ommunicate that you know the rules of negotiating and are not going to be vulnerable or taken advantage of.
Do your homework and research before you begin. Don't become an 'impulse' buyer and let emotions steer you into a regrettable deal.
Have the "Flinch" and "Crunch" ready for use and re-use.
Be prepared to walk away and resume the bargaining later.
These are strategies everyone can use and strategies that impact every opponent.
4. Soften Your Opponent
This technique was the subject of an early negotiating tip. It is one where we heap a compliment on our opponent at just the right time. It serves to remove any hostility or discomfort that can often creep into hard bargaining.
It's best implemented by pausing in the negotiations, smiling and saying something like,"Wow, you are a good negotiator."
Our opponents love hearing that their skills are recognized by others and it even hints that we are surrendering and willing to concede. It typically confirms that the proposals currently being considered are a 'good deal win' for them.
In their vanity, however, they may miss the fact that this proposal is 'good deal' for us too. Compliments always create a positive tone.
How many of these techniques could you try and apply this week in your negotiating opportunities?
Good negotiators tend to pay attention to the little things that make the big difference. KEEP Negotiating.
Licensed Pennsylvania real estate broker for over 35 years, John Hamilton is an author, national speaker and educator who specializes in the art of negotiation. His most popular workshop is, “Negotiating: What’s Mine Is Mine, What’s Yours Is Negotiable” John was the 2002 President of the International Real Estate Educators Association and conducts over 125 seminars annually to business, banking, auctioneer, manufacturer representatives and real estate Boards/Associations. John's book KEEP Negotiating has become a desktop favorite for active real estate agents everywhere For past 15 years he has presented training program nationwide on sales, negotiating and motivational topics. Visit for a free report entitled the Top 12 Mistakes Negotiators Make.


Related Post

Industry, Education

Negotiating Tip 114: Retreat Negotiations

March 29, 2019

Industry, Education

Negotiating Tip 113: Activating Our Opponent

March 28, 2019

Industry, Education

Negotiating Tip 112: Misconceptions

March 27, 2019

2021 Real Town The Real Estate Network