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Lesson 12
A collaborative negotiator expects and is prepared for negotiation. At its core, negotiation is communication. So, they’ll listen and ask questions, seeking to really understand all parties to the transaction.
First of all, in collaboration with you, they’ve set goals for the sale of your home. They’ve helped you prioritize your needs and desires for the transaction. They may have even discussed areas of compromise with you prior to putting your home on the market. They will not promise you the moon but will help you be realistic from the get-go.
When offers come in, a collaborative negotiator will take the time to understand each Buyer’s motivations and priorities by discussing them with the Buyer’s agent. They’ll do their research. When a conflict between what you want and what the Buyer wants arises, they’ll work with the Buyer’s agent to come up with creative options and solutions that work for everyone.
They will not give away the farm and they’ll always make sure that your most important priorities are honored. But they’ll be willing to compromise on small issues that allow an otherwise great deal to go through.
If a dispute arises, they’ll have the skills to keep the situation as calm as possible.
They will not over-react to unreasonable demands or high emotions from the other side but will keep their cool and seek to understand the real issues beneath.
They will not let their ego or need for being right get in the way of getting the deal to go through as long as it is in the best interest of their Seller’s goals and objectives.
To someone who is not trained specifically in negotiation, the collaborative approach might seem weak. But it’s actually the strongest and most effective approach you can take.
Skills for collaborative negotiation include: effective verbal communication, great listening skills, rapport building, creative problem solving, assertiveness, and “ethical persuasion” skills. With these skills in their toolbelt, a collaborative agent will get you a much better end result than either of the other styles.
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