Negotiation is a crucial skill needed in the real estate transaction but one so often overlooked in training. The most successful agents have learned to think outside the box in the negotiation process and bring their clients to the most successful outcome. This session will encourage attendees to think about negotiation differently and get out of their comfort zone concerning the negotiation process and strategy.
DOWNLOADS:
- Negotiation/Conflict Worksheet — use this worksheet to identify the players, the issues, the goals, and the alternatives in your next complex negotiation and to organize your thoughts, separate fact from assumption, and outline a clear goal and strategy
- Also, if you’d like to download the Negotiation/Conflict Style Self-Assessment again, you can find it here. Additionally, here is the information about each of the five styles.
HELPFUL LINKS to PREPARE FOR NEGOTIATION STRATEGY:
- Our Buyer Questionnaire
- Our Seller Questionnaire
- SAMPLE Multiple Offer Notification Form
- REALTOR® Magazine — Staying Mum on Multiple Offers
FURTHER READING/LISTENING:
- The Art and Science of a Successful Negotiation – Forbes
- Emotion and the Art of Negotiation – Harvard Business Review
- The Most Overused Negotiating Tactic is Threatening to Walk Away – Harvard Business Review
- Control the Negotiation Before It Begins – Harvard Business Review
- Negotiating with Emotion – Harvard Business Review
- 5 Common Negotiation Mistakes and How You Can Avoid Them – Program on Negotiation
- HBR IdeaCast: How to Negotiate Better
- How Should We Deal with Emotions in Negotiation? – Huthwaite International
BOOKS:
- Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher, William L. Ury, Bruce Patton
- Getting Past No: Negotiating in Difficult Situations, by William Ury
- Difficult Conversations: How To Discuss What Matters Most, by Douglas Stone, Bruce Patton, Sheila Heen
- Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss
- Beyond Winning: Negotiating To Create Value and In Deals and Disputes, by Robert H. Mnookin (et al.)
- Never Make the First Offer (Except When You Should): Wisdom From a Master Dealmaker, by Donald Dell and John Boswell