The real estate industry presents many situations for negotiations—and not only on behalf of your clients. You might negotiate a new commission split with your broker (or agents), the terms of a listing agreement with a seller, and the prices of new products and services. Here are tips to get the best results.
抛锚
The first offer in a negotiation will likely sway the discussion in that direction, according to the Harvard Law School Program on Negotiation. That offer serves as an anchor, pulling subsequent negotiations toward it. 例如, a $25,000美元的报价是30美元,000辆车可能不会被接受, 但这会拉低要价, sometimes resulting in a “split the difference” resolution.
少说，多听
You’re focused on your side of the negotiation—points you want to make and how you want to make them. It’s easy to overwhelm the discussion and never understand what’s important to the other party. To find opportunities for common ground, you need to listen.
用沉默
People find silence uncomfortable and will often fill it with justifications for their position or other attempts at persuasion. Taking time to digest what the other party said allows you to understand it and come up with effective counterpoints. In some cases, silence can act as its own counterpoint. 例如, if a technology consultant presents an $8,000 starting point for work you were hoping to pay $5,000年, five seconds of silence from you can speak volumes.
扭转局势
People are flattered when they’re asked for advice, and that doesn’t change in negotiations. If you find yourself at a sticking point with the other parties, ask what they would do to move forward. 这不仅触动了他们的自尊心, but it might reveal areas in which they’re flexible on terms or conditions.
给予和接受
Agreeing to a request without asking for something in return may be a missed opportunity. 例如, if a potential retail tenant asks for a reduction in the monthly rent, 你可以要求延长租期. Otherwise, you send a message that the listed rent is too high. 同样的, when you ask for a change in your favor, 包括你愿意付出的, 即使它很小.