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Presentation VS Negotiation
I have never been keen on the term "negotiation". I have never in my 14 years in the business used the phrase "tough negotiator", "skilled negotiator". Those terms were just not me. Maybe it is because the word "negotiate" always seemed to drum up images of confrontation, of boardroom brawls, of yelling and demanding. I was having a chat with a long time colleague and we started to talk about "negotiation" in this time of slower sales and sellers that didn't want to sell for less and buyers that didn't want to buy for more. My friend began to speak of honing the "tough negotiation" tools. I told him I didn't want to or felt I needed to. I have always been a "presenter" vs. a "negotiator". Presentation VS Negotiation Let me give you my thoughts - I think that the process of offer and acceptance is what we practice. You have a buyer that submits a written offer to purchase a property. In this offer there are the price and terms. If the seller accepts the offer unchanged you have a binding contract and proceed to property transfer. If the seller changes any part of the offer you are now in a counter-offer from the seller to the buyer, which really is a brand new offer for acceptance. The buyer then has the option to accept or create another counter-offer. This cycle will repeat its self until one party accepts the offer of the other and it becomes a binding contract. Usually, in my market area the parties making the offer or counter-offer are not in the same location. Usually this is done via Real Estate Agents in a facilitator capacity acting really as couriers. Each party has their own agent to explain what is written on the offer to purchase. (Of course there are exceptions with dual agency) There is a huge benefit to all parties when there is only Presentation - each party has the opportunity to read and consider the words of the proposal without any distractions by the other party's presence. Each person can individually digest the terms and conditions, can converse with their agent and can seek an attorney or other advisor. This gives each party the power to make an informed decision without the pressures of the other party. This is a painless process. So I don't advertise my self as a "tough negotiator" because I don't want someone to think that I am a confrontational, face to face, point - counterpoint agent. It just doesn't work for me. I think that type of process does nothing more than obscure the facts of the offer and prevents both parties from making an informed decision. I would much rather present than negotiate. I don't see presentation as a weakness in the process. Maybe my definition of negotiation is just different than most. I have just always felt negotiation involves tactics, deceptive practice and sometimes intimidation. Maybe my other occupations jaded me this way. I don't know. My friend loves what he perceives as the thrill of the process. Me, I just want everyone to feel good about their decision. |
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May, 2012
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