Los Angeles Living

This should go into my training manual fo rnew agents Jane!  The whole time I was reading it I was thinking that I was going to comment about how emotions and hurt feelings need to be left out of negotiations; you beat me to it!  You are a pro!

Vic,  this whole business is riddled with emotions getting in the way of the transaction.  It is difficult because it is after all very personal.  I guess we all have to try and walk a fine line.

Jane, it should be but I have to tell you that the phrase "win-win" is the most over rated, abused buzz word I've come across in ages. Over time, it's been reduced to meaningless jargon...

Sorry, I completely agree with your premise but I am thinking I might have to do a post on the phrase as I have experienced it lately. Thanks for the post and have a great week my friend ;-)

I agree........conflict of interest to all meet at the same time...for very obvious reasons... We do not even sign at the same time.

Jane we must be on the same wave length.  I actually started writing a similar post today, but didn't finish it.  I think you've expressed my thoughts completely (that takes the pressure of to complete my post.  thanks).

Russell,  I will check out the win-win post.  Looking forward to it :)

Sally, who knows, we may be wrong.  Seeing a human being a the other end could change things.  But then again.......

Charita,  no finish it....... :)

Hi Jane-

The negotiation process becomes so emotional and so tiring for the parties.  Staying away from masking ridiculous offers in one way to secure the Buyer's purchase before a great house gets away!

People! Ask your Realtor's advice!

--Sara in San Antonio

Sara,  absolutely.  The whole process gets taken way too personally when it is a business transaction. 

"As the counter offers start flowing then both sides start focussing on the money and forget about the house.  And the more counter offers the less the house is in the picture, and the more personal it gets."

Isn't that the truth? Our job is to keep our clients focused on the important issues and not let it get personal. But all clients bring their own unique perspective (baggage!). 

Rich,  ain't that the truth.

Good evening Jane,

Great post..negotiations don't have to be bitter drag out confrontation. Many times it is how an agent presents the offering process. I think we can all look at or presentations on the subject and feel we have room for improvement! Emotion needs to find a different seat in the process.

Dorie,  yes, I think negotiations are a big part of our job.  We too need to watch our emotions in the process. Ah ha, subject of another post :)

'Allo There !

Well I happen to always strive for Win-Win (and sorry Russell I like the term ;o)

I start with the win-win approach the moment I have an offer, and work extra hard to keep a great relationship with the other agent, so that the transaction is more of a joint venture than a 'your team versus my team' game.

Some great nuggets in here Janey ! Nicely put !!

Cheers :o)

Sheldon,  thank you kindly. 

This is a great post Jane. The last 2 offers I presented were accepted - no negotiations. Now, that's different.  I'm in the middle of a negotiation now, if things get heated, I'll let them read your post:-)

Mary,  I am sure you will be able to get it done without bringing out the big guns :)

Jane I meet people all the time with the attitude that your property isn't worth much but my stuff is special.  I see them all the time.

John, then comes the negotiations :)

Sounds like it was a fantastic read, Jane!  You are so correct that the house, which was the object of the whole thing, gets lost, tempers can flare, feelings hurt, etc......  This was some great advice of better positioning and how to make the negotiation process somewhat easier.

It is so much easier to get to yes when both agents go into it with that attitude, especially if they can also instill that into their clients. I like the idea of getting points of agreement out of the way saving the contention for last.

Leesa,  it was a great reminder not to get lost in the details and focus on the main picture, the house.

Mike,  that was a good one.

Your last line really summed it all up Jane, "A battle is never going to have a good outcome."

You've shared some great advice here. Thank you!

Craig,  no, thank you :)

Very wise words. Most deals don't live past the 3rd counter offer so it should be avoided at all costs.

Mark,  the article talked about if you get to the third counter the deal will probably die.

Jane, when they say it's not about the money...it's about the money, right?! On negotiations, I agree with keeping things moving in a polite forward motion. The strong-arming technique in our business, tends to backfire with a lose-lose.

Jane,  I agree.  It is important to make everyone feel that they are being respected.

Jane, thanks for the very well done post which is quite "rebloggable" which is what I'm going to do.  Great advice for all parties.

Hi Jane,

It's amazing how the house gets lost in the shuffle when both sides fight to be right.  I don't want to sound sexist, but I just have to say, without naming genders, that this behavior, in my experience, is more indicative of one particular sex than it is of the other.

Regardless of whether this is gender-based behavior or not, while it is happening, I just want to time people out and send them to their rooms.

Mary Kay,  thank you very much.

Coleen,  I think you are absolutely right.  And a time out would be perfect.

Jane, I would say that one of the most important elements of successful negotiating for both sides is professional agents who are experienced, competent and truly pros.  What a difference it makes in the negotiating, communicating, and transaction coordinating until closing.

Chuck,  I completely agree.

Jane,

Working on a short sale now so this good information to always keep in mind.

thank you

Akil,  good luck with that.  They are always fun :)