CALL ELIZABETH GATLIN TODAY! 615-429-3382 ESTATE EXPERT NEGOTIATION TACTICS your time frame? What are your limits? How much space are you looking for? Why did he rub you the wrong way? What motivates you? Repeating the given answers back to the person will ensure you are both on the same track moving forward. After all, negotiations are about problem solving an agreement that has two sides of specific desired outcomes. Can you really know how to best solve a problem without first asking what it is? Skilled negotiators often overcome obstacles by asking key questions that then lead them to use applicable persuasion tactics that will motivate the other party to take action. If you continue to hit road blocks start asking questions and you will more than likely get to the root of the problem and find a way to overcome it or a way to walk away knowing why.
factors for both sides. Ironically most people don’t usually know the answers to many questions you might ask. This can have a couple of outcomes, one giving you the upper hand during negotiations or the opposite- simply getting the other party irritated and defensive. Either way asking key questions on your side prior will help you prepare your team for firm, clear and concise reasoning when you are under fire during a negotiation. Who, What, When, How and Why: Why do you want to sell your property? Why do you need to make above market rates on it? What do you really want? What do you really need? How do you run your business? Who is your competition? How does your plan look 5 years from now? What is
POWER IS PERCEPTION Is it still considered manipulation if you tell the other person you are manipulating them? Ultimately you can have four types of Authority: • Perceived Authority • Imagined Authority • True Authority • Or, No Authority Since each negotiation scenario has different decision makers and personalities, understanding the true power dynamics of a group is critical for success. Who is really making the decision? The CEO or the lady sitting quietly next to him? Do certain people have insecurities or overcompensating egos? Know the best place to be in the situation and accept it. After all nothing should be taken personally and having an eagle’s eye perspective is a great advantage.
Asking questions is critical to understanding and overcoming obstacles during negotiations.
RIGHT The Godfather used the best power play negotiation tactics. Image: The Godfather
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