6 Negotiation Tips from a CNE
I recently attended training delivered by Negotiation Expertise, LLC to receive the CNE (Certified Negotiation Expert) designation. The training was very practical considering that negotiation skills are foundational for all phases of a real estate transaction.
Below are the top six negotiation tips I gleaned from the training:
1. “I am in charge of the process. You are in charge of the decisions.” Our job is to guide our clients with information, not make decisions for them. We need to proceed with the blessing of the boss! As professionals though, we must drive the overall process.
2. It’s not about the money! When objections arise in a negotiation, deal with issues one at a time and isolate each one. Start with the minor ones first. Buying or selling real estate can be very emotional, and often you’ll find that other issues are more important than money.
3. When a consumer does not understand the value of a product or service, they resort to cheap. Differentiate yourself and the services you provide. It is easy for consumers to
misunderstand the services we provide as REALTORS® when many of the services are transparent to our clients.
4. When you encounter resistance, think “fear”. Try to understand why the other person is concerned or fearful by asking open-ended questions. Understanding the reason for the fear will help you to overcome the resistance.
5. Don’t take it personally. It’s the buyer’s offer and the seller’s home. We’re the third party.
6. In all conversations answer the following question: “What’s in it for them?” This applies to the agent on the other side of the deal, your spouse, broker, client and three year-old.
And the best advice I received at the training … have fun at negotiations!
Julie Cain Cwynar is a full-time REALTOR® with Howard Hanna Real Estate Services in Pittsburgh, Pa.
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