The Fun and Art of Negotiations -10 Important Techniques

I so love the part of helping clients where the intensive training I’ve received as a negotiator makes a difference for them in truly getting what they want. We were taught some tricks and rules to help our clients come out favorably in negotiations by following some important techniques.

1. Everyone should feel like they won in the end. Although negotiations often result in both sides making some concessions, overall we strive to make sure all parties are as satisfied with the outcome as humanly possible.

2. We try our hardest not to be the first to mention price. Sometimes it can’t be helped, but it’s usually good if the other party begins talking about the numbers first.

3. Remember what is important. It is essential when representing clients that they are able to “see the forest for the trees” and focus on their end goal and not the small concessions they may have to give up to get there.

4. Information is power. Know everything you can about the other party involved so one knows where they are coming from as far as their values and motivations. Additionally, in real estate, know everything possible about the subject property. One never knows what piece of information may end up being most useful.

5. Keep a good poker face or voice. Don’t ever reveal more than one has to, and be very cautious revealing the strength of one’s desires or emotions. Calm is key in negotiating. Try not to feel the fear of losing out on something you want or something the client wants. If it doesn’t happen, usually something later down the road turns out to be a much better situation. More often than not in real estate, clients who get disappointed about losing one property end up far happier unexpectedly in another. It seems like things truly happen the way they are supposed to somehow.

6. Keep the Pressure On. Do not leave the other party’s time to make a decision open ended or far into the future. Push the other party for a decision as the situation dictates.

7. Don’t let them pressure you. Staying calm is of utmost importance in order to rationally negotiate. A lot of times the “you don’t have enough time/other people are competing against you” panic the other party tries to instill in the process of negotiating is unwarranted. Again though, one should remember that if it is meant to be it will happen.

8.Make yourself as attractive as possible. Make sure to point out your good points in what one brings to the table and the benefit to the other party. Sometimes these other factors end up truly helping one get what they want.

9. Know what you want. Do not go beyond what you truly want to spend in getting caught up in the emotions of the negotiations.

10. Walk softly and carry a big stick. Furthermore, the most important thing I’ve learned has to be the importance of good manners when it counts. Additionally, one also has to be able to become a “pitbull” if necessary. It helps to be kind, courteous, and respectful but if needed, it also helps if one has the courage to stand up and aggressively go after what a client wants.

Lastly, when negotiations are all over, enjoy the fruits of your labor. "There are two things to aim at in life: first, to get what you want; and after that, to enjoy it. Only the wisest of mankind achieve the second." ~Logan Pearsall Smith, Afterthoughts, 1931