Suppose you want to buy a townhome that is listed at $460K. A conversation with the listing agent reveals that 15 buyers have already made offers, and bidding has passed the $500K mark, but you don
Negotiate terms AND good will
Dated: August 22 2021
I’m polishing my negotiation skills by taking an online course from Chris Voss, a former international hostage negotiator for the FBI. It’s been a pleasure to learn that this veteran of life-and-death hostage negotiations has a philosophy totally compatible with the approach I take to negotiations: understand the motivations of your trading partner, be an active listener, and work collaboratively to reach a win-win solution.
It’s critical that real estate negotiations proceed with mutuality and fairness, because the buyer-seller relationship can be an active one throughout escrow and even beyond. When a buyer and seller have agreed to open escrow, the conversation is only beginning. The purchase price may be settled, but the cost of repairs is another negotiation; the lender appraisal could trigger another negotiation; and often adjustments in schedule require yet more negotiations. I work not only to get the best outcome for my clients, but also to protect the good will of the party on the other side, so that no one feels taken advantage of, and the thought of making up for past losses never crosses anyone’s mind.
As a residential real estate executive with an extensive background in corporate marketing, I am able to apply unusually strong skills in marketing communications, e-marketing, strategic planning and ....