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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 8: Handout 2, Avoiding an Impasse

· Set a time by which you must finish the negotiation because of another appointment or a business trip. Knowing that the clock is ticking helps keep the negotiation going.

· Break an insoluble problem into several parts, and try to solve one at a time.
· Set an insoluble problem aside. Make a note of the point of disagreement, and come back to it at the end of the negotiation. If you’re very close to a deal, both parties will be motivated to find a solution to this last piece of the puzzle.

· Take a break or change the setting. It gives people a chance to relax and may break an impasse.

· Ask the other side for help. “How do you suggest we solve this problem?”

· Review the points that you agree upon to create an atmosphere of shared interest.

· Give a small concession. It lets the other side save face and may prompt a concession in return.

· Eat something. Talking a break for lunch or refreshments can break tension.


Some of the tips on this handout were adapted from Power Real Estate Negotiation, by William H. Pivar and Richard W. Post, Real Estate Education Co., 1990. (out of print)

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