12 Ways to Become a Better Negotiator
Here are 12 simple tips that will help you master the art of negotiating:
Keep It Ethical
Although the agent owes absolute fidelity to the client’s interest, all parties must be treated honestly. —Article 1
- Learn everything you can about the situation, the issues, and the participants.
- Understand all the participants’ needs and interests.
- Set reasonable goals for what you hope to achieve during the negotiation, and rank them by priority.
- Work within a range that includes minimums, targets, and maximums.
- Anticipate the other parties’ comments and prepare your responses.
- Remain calm, pleasant, and unflappable.
- Build trust by clearly stating what your client wants and respecting what the other parties want.
- Create an atmosphere of joint problem solving that focuses on the benefits to all parties.
- Remain flexible and open to a range of options.
- When other people speak, listen attentively and hear them out fully.
- Use sympathetic comments, gestures, and facial expressions to smooth over difficult situations.
- Always underpromise and overdeliver.
Sources:Making the Deal: Quick Tips for Successful Negotiating by George Hartman (Wiley & Sons, 1992); Power Real Estate Negotiation by William H. Pivar and Richard W. Post (Longman, 1990).
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