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Rainer
140,560
Richard L. McKinney P.A.
Atlantic Shores Realty Expertise - Port St Lucie, FL
For Results that MOVE you on the Treasure Coast!

Go into every negotiation looking for solutions - be a problem solver, not a problem creator - strive for a win / win deal and not just a win for your customer - use a give get strategy - think outside the box.

Leave your ego out of the negotiation.

 

Feb 23, 2015 07:11 PM
Rainmaker
443,220
Cindy Davis
SD Home Source Realty - San Diego, CA

I learned a term years ago in a negotiation book...I use it with my clients..."what is your best alternative to a negotiated agreement?" I have found that it really helps focus my clients on their bottom line.

Feb 23, 2015 08:32 AM
Rainmaker
4,800,082
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Don't take it personally!

Feb 23, 2015 05:31 AM
Rainer
279,878
Dipti Thakkar
LAER Realty Partners - Andover, MA
On a team with Praful Thakkar

Listen.

Jul 02, 2018 10:38 PM
Rainmaker
4,319,419
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Hank Dugie there are quite a few books available on negotiations. There are few different negotiation styles that you should know about - and act accordingly!

Overall, negotiations are for win-win! Always be ready to give up something to get something! Meeting half-the-way is another trick for a late stage in negotiation. Asking for more than what you really want is another trick - again in case of multiple offers, this may not work.

I'd say, negotiations is an art. Play smart  to win for your clients.

Feb 23, 2015 01:22 PM
Rainmaker
634,482
Kathleen Luiten
Resort and Second-Home Specialist - Princeville, HI
Kauai Luxury Ocean Home Sales

LISTEN. You can hear and sense what is on the table that might be movable and what are the real sticking points. Don't present a rigid position on anything. Discover the best win-win that's possible for all parties.

Feb 23, 2015 12:52 PM
Rainmaker
5,772,575
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Hank,

Always have something in your pocket to give up.  A

Feb 23, 2015 06:01 AM
Ambassador
6,392,899
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

Make them like you first.

Nov 08, 2019 08:53 PM
Rainmaker
630,251
Ajay Pandya
e-Merge Real Estate Unlimited - Columbus, OH
Realtor Ajay Pandya

Just say NOTHING!

Feb 17, 2018 08:38 AM
Rainmaker
1,683,912
Larry Johnston
Broker, Friends & Neighbors Real Estate and Elkhart County Subdivisions, LLC - Elkhart, IN
Broker,Friends & Neighbors Real Estate, Elkhart,IN

I'll give you 3 negotiations tips,  Be Truthful, Honest, and of course, be friiendly.

Feb 24, 2015 10:57 AM
Rainer
13,068
Shelley Hopkins
Mount Pleasant, SC

This is very useful.  I like the win/win goal, and the preparing your clients to understand the value of giving and getting.  What is the ultimate goal?  Everyone satisfied with the outcome.

Feb 24, 2015 12:31 AM
Rainer
334,783
Linda Metallo DiBenardo
RE/MAX Impact, Lockport, Illinois - Lockport, IL

Cooperate with the other agent and work towards a win-win situation for both buyer and seller.

Feb 23, 2015 11:00 PM
Rainmaker
4,434,127
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

I got some tips from the answers here. 

Feb 23, 2015 10:35 PM
Rainmaker
5,104,931
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

It's a philosophical one, Hank -- I believe everyone has to walk away from the negotiating "table" feeling like a winner. If you keep this in mind and make it a win-win for all the parties, odds are you'll get it done.

Feb 23, 2015 08:02 PM
Rainmaker
1,622,432
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • GRI • HAFA • PSC Calabasas CA

Negotiation of what?

Know your facts, be confident, and just do your job the best you can.

Feb 23, 2015 04:15 PM
Rainmaker
1,683,912
Larry Johnston
Broker, Friends & Neighbors Real Estate and Elkhart County Subdivisions, LLC - Elkhart, IN
Broker,Friends & Neighbors Real Estate, Elkhart,IN

The best negotiation tip in my book would be to be yourself.

Feb 23, 2015 11:41 AM
Rainer
97,521
Shannon Thomas
Selling Indy Metro, LLC - Avon, IN
Managing Broker, E-Pro, ABR,SRS, SFR

In this market it can be tough, somtimes its just about getting the home.  know what motivates the seller. moving quick, information, strategy and the ability to change directions if necessary Will get you the home.  

Feb 23, 2015 11:33 AM
Rainer
45,628
Linda Schneider
Fast Newsletters - San Diego, CA
Fast Newsletters for Real Estate Agents

I like Cindy's answer: BATNA...best alternative to a negotiated agreement. When I have a BATNA discusion with my clients, it helps them get clarity before going into the negotiation. As a result, they tend to get more/give up less, and stay cool-headed.

Feb 23, 2015 09:09 AM
Rainer
216,904
Sharon Altier
Coldwell Banker Realty - Elmhurst, IL
Luxury Property Specialist, CSC, SFR

Stay calm, assertive and professional. 

Feb 23, 2015 06:58 AM
Rainmaker
943,583
Suzanne McLaughlin
Sabinske & Associates, Inc. (Albertville, St. Michael) - Saint Michael, MN
Sabinske & Associates, Realtor

I like Gabe's , Alexandra's and Annette's comments.  It depends on the situation and the client for me.

Feb 23, 2015 06:54 AM
Rainmaker
921,504
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

With whom am I negotiating? Are they sensitive to the power of NO!

What do I know they really want?

What did I pre-stage for them to need?

Not knowing more, the #1 resource is the communicated desire to make a deal with assurance we are all working for a suitable solution.

Moral to the story: Don't enter negotiations unprepared.

Feb 23, 2015 06:17 AM