It's hot out there so make sure you keep your cool.

The spring season is upon us and agents will be negotiating many deals on the purchase and sale of real estate. Some of these negotiations go very well with both sides feeling they have won for their clients and some of the negotiations turn to a more adversarial tone with one or both sides drawing a "line in the sand".  It makes sense to keep your wits while interacting with all parties in a transaction to make things go a little smoother.  The focus of this blog is just that, "Keeping Your Cool in Negotiations". 

1.     Attempt to understand the motives of the other side.

What somebody says and what they mean sometimes are mutually exclusive.  If you understand why someone has the position they have then it will be easier to deal with them fairly and still get what you want.  The struggle here is to hold your initial thoughts until you find out what is driving the other side's position.

2.     Ask what is important to the other side.

One of the most important facets to controlling a situation is to make the other side feel that you are working with them in a sense of really trying to make the deal work by getting them what they want.  This willingness to help the other side will build trust and make your points easier for the other side to concede later on down the road.

3.     Avoid getting in the way of the deal with your emotions.

Sometimes a request or statement may be deemed offensive but make sure the client's feelings come first and if they are not offended the best plan is to forget any feelings of anger toward the other side and work for the common good of the deal.  This is truly placing your client's best interest first.  Keep in mind there is nothing stopping you from mentioning to the other agent your feelings later on after which everything has been agreed.

4.     Understand the wants and needs of your client.

Keeping your client's wants and needs first and foremost on your mind will go a long way to diffusing a potentially contentious situation.  Knowing what your client wants will allow you to effectively negotiate on their behalf and keep the emotions to a minimum.