Editor's note: This is the second of a two-part series. Read Part 1. Eric Berne's "The Games People Play" has powerful implications for how you conduct your real estate business, especially when it comes to the issue of resolving conflict. The question is, "Which games are you playing?" Berne identified three different styles in which you can approach a "transaction" (i.e., a communication between two different people.) The three different approaches are "Adult," "Parent" and "Child." Challenges are most easily resolved when both parties in the communication/negotiation approach it from an "Adult-Adult" approach. Part 1 identified what happens when the seller elects to respond to an "Adult" communication from his agent with a "Child" response. The example below illustrates what happens when the Agent acts as the "Adult" and the client acts as the "Parent." Sally A...
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