In the May issue of Texas REALTOR® magazine, Debbie Remington, broker/owner of Remington Team Realty, makes the case for why tactical empathy is key to successful real estate negotiations.
Instead of ignoring the emotions at play when buying or selling a home, acknowledging them can better serve negotiations, according to Remington. She suggests using what’s known as the LEAPS tools from conflict resolution training to help manage the emotions of a transaction. LEAPS stands for:
Listen – Listen with all your senses and with focus.
Empathize – Truly understand the other person’s position.
Ask to clarify – Ensure a clear understanding.
Paraphrase – Reaffirm your understanding and clarity.
Summarize – Focus and prioritize.
Learn more in the full article from Remington in Texas REALTOR® magazine.
Tactical empathy is taken straight from Chris Voss’s “Never Split the Difference”. Her list of LEAPS is paraphrased from Voss as well. To be fair, it’s extremely useful to connect with other people and make sure they get what they want, but credit where credit is due.