1. Remain emotionally rock solid
Like the storm chaser who flies into the eye of a hurricane, remain calm, cool and steady. Manage your emotions.
2. Provide a 360o perspective
Don’t lose perspective of the overall transaction. Rise above singular problem situations and add perspective to the actual negotiation at hand.
3. Keep their eyes on the prize
What was the motive for buying or selling? Keep clients eyes on the prize, the reason they are involved in a negotiation in the first place.
4. Allow the process to unfold
Don’t pull the cake out of the oven until it’s cooked. Understand there is a process and the time it takes to complete. Set expectations appropriately.
5. Constantly seek common ground
Make a list of what you agree upon – the bridge – and reconfirm and reconnect to this list often.
6. Be willing to walk away
This is the single most powerful element of negotiation. No one should fall in love with a home until they move into it.
Written by RE/MAX News
