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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®



  SALES MEETING TOOL KIT: NEGOTIATING RESOLVABLE DIFFERENCES
 

Component1: Facilitator talking points

Component 2: The Negotiating Agenda

Component 3: Handout 1, Tips for Better Negotiations

Component 4: Activity 1, Emotion vs. Logic

Component 5: Activity 1, Emotion vs. Logic Idea Sheet

Component 6: Activity 2, Reading Non-Verbal Signals

Component 7: Activity 2, Reading Non-Verbal Signals Answer Sheet

Component 8: Handout 2, Avoiding an Impasse

Component 9: Activity 3, Negotiating Scenarios

Component 10: Activity 3, Negotiating Scenarios Idea Sheet

Component 11: Handout 3: Responding to Common Objections

Other Resources		   Component 4: Activity 1, Emotion vs. Logic
The actions of every individual are motivated by a combination of emotion and logic. Where individuals fall on the emotion-logic continuum determines their communication style and provides clues on how to negotiate with them successfully. How would you communicate with these four types of people?

Emotion-logic continuum:
emotion emotion/logic logic/emotion logic
Verbalizer Reasoner Convincer Rationalizer

How to negotiate with various types of people:
Traits Identification Criteria How to Communicate
How to deal with emotion

The Verbalizer		 · prefers talking through issues
· does not like detail, charts, etc.
· skips from topic to topic
· may seem indecisive
gets bored easily
How to deal with emotion/logic

The Reasoner		 · prefers to listen instead of talk
· prefers not to take charge
· may defer to others for assistance in negotiating
· moves at own pace
values not making a bad decision over taking a more aggressive approach
How to deal with
logic/emotion

The Convincer		 · is equally comfortable talking and listening
· likes negotiation and likes to win
· uses people skills and logic equally well
· stays focused on the process as long as it serves end result
will negotiate at the expense of others
How to deal with logic

The Rationalizer		 · prefers to listen as long as talk is direct and not wasting time
· values details and back-up materials
· often comes across as cold
· wants to get to the "bottom line' as quickly as possible

Adapted from "The 3Ps of Negotiating," by John C. Ritchie Jr., published by South-Western Publishing 2001 (800/347-7707). This book is used in the negotiating course taught through the Education Center of Realtor.org.

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