BrokerageIndustry News

Overcoming real estate ‘negotiaphobia’

EASY steps to successful dealmaking

Power up your Indie Brokerage
Don't miss Indie Broker Summit SF, Aug 7, 2017

While real estate professionals constantly negotiate, many still suffer from a fear or reluctance to negotiate. A new book, "The One Minute Negotiator," outlines the steps you need to overcome your "Negotiaphobia." Authors Don Hutson and George H. Lucas describe a problem that plagues a considerable proportion of the sales population: Negotiaphobia. According to their research, if you're a "negotiaphobe," or afraid of negotiating, the probability of achieving a successful outcome to your negotiation situation is about 20 percent. Hutson and Lucas argue that people fear negotiation for three reasons: they lack skill, they misunderstand the process, and they have a desire to avoid conflict. To improve your negotiation skills, the authors suggest a simple four-step model, dubbed "EASY," to help negotiators achieve better outcomes. For example, assume that you have a listing that has been sitting on the market for months and the seller...