Over 22,000 Agents opened (and read) the article “Top Ten Negotiating Rules for REALTORS®.”  From the Pacific Coast Highway to Hamptons; from the Upper Peninsula to Corpus Christi Real Estate Agents are eager to improve their negotiating skills.  It makes sense.  REALTORS® negotiate all the time yet get little or no formal training in it. 

As the tax credit frenzy peaks here are a handful of quick tips to use immediately

1. Stay focused on the goal of completing the sale.  In other words don’t let the Buyer, Seller, other Agent or anyone else distract you from the goal.  And when others get fascinated by some minor issue, encourage them to keep their “eye on the ball.”
2. Don’t let the Buyers and Sellers come to dislike each other.  It is usually best to say little or nothing personal about your Client.  Too often your well intended information is misunderstood and used as ammunition against the interest of the transaction.
3. When you hit an impasse settle the issues where there is agreement and come back to the areas of negotiation.
4. Take time to think.  Give your Clients time to think.  Unless it is a quick yes and even then take the time to reinforce their decision, allow the Clients to consider the options and the consequences of their decision. 
5. Be honest.  Integrity and courtesy win.  Exaggeration and dishonesty are costly at many levels for a long time. 
6. Finally, negotiators are made not born.  Negotiating is a skill that is learned then strengthened with experience, education, and application. 

If you love negotiating make a commitment to learn more and get better at it.  If you dislike or fear negotiating then realize that many of your normal strengths, like integrity, commitment to the Client’s interests, and ethics work in your favor.  Yes, those work in your favor.  In Real Estate, unlike some other venues, the intimidation tactics don’t work. 

I am proud.  You can be proud to work in a profession where integrity works and integrity wins.  That is particularly true in your negotiating.