{"id":9989,"date":"2017-08-09T11:16:50","date_gmt":"2017-08-09T01:16:50","guid":{"rendered":"https:\/\/reuncut.com.au\/?p=9989"},"modified":"2017-08-09T11:16:50","modified_gmt":"2017-08-09T01:16:50","slug":"handling-critical-real-estate-agent-negotiation","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtyuncut\/handling-critical-real-estate-agent-negotiation\/","title":{"rendered":"HANDLING CRITICAL REAL ESTATE AGENT NEGOTIATION"},"content":{"rendered":"<p>Here are some notes from a master negotiator \u2013 Michael Yardney. Originally posted on his\u00a0<a href=\"https:\/\/propertyupdate.com.au\/\">Property Update<\/a>\u00a0site.<\/p>\n<p>One of the skills of being a good negotiator is knowing when not to talk but to listen.<\/p>\n<p>I have found that many inexperienced negotiators are too eager to show off just what they know.<\/p>\n<p>This can work against them as they often reveal too much too soon, in particular about what they are willing to give up to get the deal.<\/p>\n<p>A good negotiator recognises that they must let go of their ego satisfying position of \u201cknow it all\u201d and instead assume the profit making position of innocence.<\/p>\n<p>They realise that you can gain a lot from being silent and listening and at time using facial expressions, not your voice, to make a point.<\/p>\n<p>Here are five tips on how perfecting the art of silence can make you a better negotiator:<\/p>\n<ol>\n<li><strong>Listen more<\/strong><\/li>\n<\/ol>\n<p>Listening is not passive. You can control the negotiation process by simply listening well.<\/p>\n<p>When you listen well, you can gain the trust and confidence of others and build rapport.<\/p>\n<p>This makes the next stages of negotiation easier as people like dealing with people they feel comfortable with.<\/p>\n<p>When people are encouraged to talk, they tell us their needs, their wants, their desires.\u00a0In short, they give us information.<\/p>\n<p>When we truly listen to people, we make them feel important, particularly if we are making good eye contact while listening.\u00a0 The problem is that most of us don\u2019t truly listen when others talk.<\/p>\n<p>We just can\u2019t remain silent long enough to really hear them.\u00a0 Chances are we are just marking time until we can jump in and start talking again.<\/p>\n<p>As a negotiator you should be aware that every time you talk, you are potentially open yourself up to being vulnerable.<\/p>\n<ol start=\"2\">\n<li><strong>The 10 seconds of silence strategy<\/strong><\/li>\n<\/ol>\n<p>Silence makes most of us feel uncomfortable.\u00a0 In today\u2019s world we are conditioned to noise, not being silent.<\/p>\n<p>Next time you are negotiating try this little trick\u2026.<\/p>\n<p>When the other party says something like \u201cwell, that\u2019s my offer\u201d don\u2019t say a word for ten seconds.\u00a0 To inexperienced negotiators ten seconds will seem like an eternity.<\/p>\n<p>It\u2019s practically guaranteed they will jump in with another offer or more information, anything to break the silence.<\/p>\n<ol start=\"3\">\n<li><strong>Ask more questions<\/strong><\/li>\n<\/ol>\n<p>One of the secret weapons of good negotiators is to ask questions \u2013 and then remain silent.\u00a0 The person asking the questions controls the conversation.<\/p>\n<p>And you\u2019re not always asking just to find out information, because if you have done your homework before commencing the negotiation, you should already know the answers.<\/p>\n<p>You\u2019ve probably read that lawyers are taught to never ask a question without already knowing the answer.\u00a0 That\u2019s also good advice for negotiators.<\/p>\n<p>What you are really doing is getting the other person to talk, perhaps to verify your information, but really to feel more comfortable working with you, and to build rapport.<\/p>\n<p>O.K. let\u2019s put the shoe on the other foot \u2013 when you are asked a question as part of a negotiation, there is no rule that says you have to answer.\u00a0 Try remaining silent.\u00a0\u00a0 What usually happens is that the questioner will start talking again.<\/p>\n<p>Another trick is to throw the question back by say something like \u201cbefore I answer that, please tell me why you asked that question.\u201d<\/p>\n<ol start=\"4\">\n<li><strong>Pause between sentences<\/strong><\/li>\n<\/ol>\n<p>A good trick is to learn to pause for a second or two between sentences \u2013 especially if you are a fast talker.\u00a0\u00a0 It helps the other party take in what you\u2019ve just said and analyze it.<\/p>\n<p>Just like a good comedian understands the importance of timing and pauses, a good negotiator understands the art of pausing between sentences for more emphasis.<\/p>\n<ol start=\"5\">\n<li><strong>The flinch, the shrug, the smile<\/strong><\/li>\n<\/ol>\n<p>It is well recognised that a large part of communication is non verbal.\u00a0 Often what you do is more important than what you say.<\/p>\n<p>Let\u2019s look at three actions that carry a powerful message, as you remain totally silent!<\/p>\n<p>Why not try the flinch.\u00a0 This is a quick, jerky movement of your shoulders while you have a suffering pained look on your face.<\/p>\n<p>It will send the message that you didn\u2019t like what you just heard.\u00a0 Then remain silent and wait for the other party to speak.\u00a0\u00a0 And they usually will, trying to break the silence and hopefully sweetening the deal.<\/p>\n<p>Or you could try the shrug.\u00a0 Shrugging your shoulders sends the message that you just don\u2019t care.\u00a0 You\u2019re not interested.\u00a0 Then, once again remain silent.<\/p>\n<p>And of course there is the smile.\u00a0 A silent smile is enigmatic leaving the other party trying to guess what you are thinking.\u00a0 And of course, don\u2019t be the first person who speaks.<\/p>\n<p><strong>Learn to listen<\/strong><\/p>\n<p>Nature gave us two eyes, two ears but only one mouth.\u00a0 During negotiations use them in the right proportions.<\/p>\n<p>Power negotiators know that what you\u00a0<em>don\u2019t<\/em>\u00a0say is sometimes more powerful than what you\u00a0<em>do<\/em>say.<\/p>\n<p><a href=\"https:\/\/reuncut.com.au\/how-do-i-become-a-master-of-real-estate-negotiation\/\" target=\"_blank\" rel=\"noopener noreferrer\">More great negotiation advice here<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Here are some notes from a master negotiator \u2013 Michael Yardney. Originally posted on his\u00a0Property Update\u00a0site. One of the skills of being a good negotiator is knowing when not to talk but to listen. I have found that many inexperienced negotiators are too eager to&#8230;<\/p>\n","protected":false},"author":176692471,"featured_media":10456,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[141],"tags":[49],"class_list":["post-9989","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blogs","tag-blogs"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>HANDLING CRITICAL REAL ESTATE AGENT NEGOTIATION - Realty UNCUT<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/channels.realty.com.au\/realtyuncut\/handling-critical-real-estate-agent-negotiation\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"HANDLING CRITICAL REAL ESTATE AGENT NEGOTIATION - Realty UNCUT\" \/>\n<meta property=\"og:description\" content=\"Here are some notes from a master negotiator \u2013 Michael Yardney. Originally posted on his\u00a0Property Update\u00a0site. One of the skills of being a good negotiator is knowing when not to talk but to listen. 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