Blog: The Negotiation Edge

The first two keys to effective emails are simple:

Real estate is a tricky business. It’s a grind. Many buyers and sellers have a hard time trusting the real estate agents they work with. Clients can also be fickle. A Realtor might put in countless hours helping someone find their dream house only to find out they ultimately bought directly from a seller or used another agent—leaving the Realtor with nothing to show for their hard work.

In the world of hostage negotiation, it’s critical to be cognizant of the action imperative—pressure from our superiors to resolve an issue and get results quickly.

First things first: Watch this absolutely hilarious Chris Voss TEDx talk on tactical empathy.

In negotiation training, the terms “active communication” and “active listening” get thrown around often. While these two terms share commonalities, they also have major differences.

If you’ve never had someone go dark on you over email, don’t bother reading this blog article.

A lot of people treat customer service reps like dirt. If the last person an agent talked with wasn’t rude to them, then the caller right before them probably was.

How do we know whether our counterpart is serious or just taking a position to try to outmaneuver us? And how do we protect the relationship while we find out?

Are you satisfied with where you are right now? Are you confident that you’re not leaving money on the table? Are you certain that you’re not damaging long-term relationships?

There are generally three ways to think about leverage in negotiations: