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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 5: Activity 1, Emotion vs. Logic Idea Sheet
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? Prompt your group with these communication ideas.

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		 · Ask questions requiring commitments during the process.
· Get something in writing defining expectations.
· Don’t spend too long on a point.
· Appeal to “gut instincts”.
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		 · Supply a combination of verbal support and logical details.
· Avoid applying pressure or rushing.
· Create good feelings about the negotiation.
· Be patient.
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		 · Clearly define the boundary of the end result.
· Make few concessions or risk losing respect.
· Keep control of the negotiation.
· Allow a small advantage to give the illusion of control.
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 		· Move the negotiation along as rapidly as possible.
· Support any difference of opinion you have with focused facts.
· Stay on track and avoid distractions.


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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