BrokerageIndustry News

Overcoming real estate ‘negotiaphobia’

EASY steps to successful dealmaking

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...

Comments