6 THINGS ALL

6 Things All Successful Negotiators Do

If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process

It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable

If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared

Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

4. They always strive for a win/win solution for everyone

Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative

Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners

Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

SAMMI COOK-KUEHN

For Sammi Cook-Kuehn, real estate was a natural fit. Between working for a landlord and managing her first rental property, she had the opportunity to master the industry from the ground up. Meanwhile, her studies in contract law and real estate law at Kaplan University gave her the ability to navigate complex deals with ease. But Sammi was ultimately drawn to real estate for the ways it blended her entrepreneurial spirit with her passion for the environment.

Today, Sammi works as a solo agent at National Realty Guild where she services clients throughout the Twin Cities Metro Area, along with Northern and Western Wisconsin. Specializing in sustainable living, Sammi offers a unique perspective to both her buyers and sellers. “The process is never about me,” she says. “From start to finish, I’m always putting my clients at the forefront of the transaction.”

When listing a home, Sammi is there for her clients with a personalized touch. In particular, she focuses on ways in which green features could increase the value of a home. By leaning on her extensive professional network and expertise in sustainable living, she can also facilitate any significant alteration to a property. Once the house is ready, Sammi shares it over a variety of digital and social media outlets, as well as her own sphere in the real estate industry. Meanwhile, her open houses are known to generate plenty of additional buzz in the neighborhood. “I’m always looking to go above and beyond for my clients,” she says. “At the end of the day, I’m responsible for meeting their needs while keeping the experience as lighthearted as possible.”

Sammi is equally as hands-on with her buyers, carefully guiding them through the ins-and-outs of their purchase. Along the way, she places a special emphasis on integrity. “I give my clients the facts and let them make their own informed decisions. But I would never push someone into a deal; rather, I want them to find the perfect home for their needs.”

In fact, Sammi continues helping her clients long after the transactions are finished, providing ongoing service to ensure they are satisfied in their new homes. For her tireless commitment, she has won an outstanding reputation around the Twin Cities, with the vast majority of her volume coming from referrals.

Outside of her career, Sammi is active in her community. On top of participating in Walking with a Purpose, a program that assists unsheltered homeless around the Twin Cities area, she also serves as chair for the Community Engagement Committee and is on the Government Affairs Committee. Elsewhere, Sammi is a well-known advocate for environmental causes and an NAR Green Designee. When she’s not assisting clients or giving back, she can be found spending time at home with her beloved family or hiking in the woods.

Going forward, Sammi has a strong vision for her future. In the months ahead, she intends on expanding her client base while taking her sustainability to the next level. Most importantly, she will continue standing as an impactful and devoted educator throughout her region. “Sustainability is my passion,” she says. “I am so excited to be a pioneer and make an impact in my community.”

For more about Sammi Cook-Kuehn please call 651-208-3468 email sammicookkuehn@gmail.com or visit www.solarsammirealty.com

ANNA DAHLBY

For Anna Dahlby, real estate was going to be a weekend gig. “I was in the medical field for 16 years. But once I started as an agent, I ended up falling in love with it,” she says. By her third year, she was a full-time Realtor®. “It was probably the best career decision I’ve ever made.” Now she’s in her fourth year and is showing no signs of slowing down. A member of SOTA Home Group at RE/MAX Advantage Plus in Lakeville, MN, she treats her clients like family and has a growing amount of repeat business. The vast majority of her clientele consists of referrals, as those who work with her love to spread the word about their experience.

“I focus on building relationships,” Anna says. “The number one priority for me is building that rapport and trust.” This includes guiding her buyers/sellers throughout the transaction and ensuring that no question goes unanswered. Understanding that this is one of the biggest purchases they will make in their lifetime, Anna goes above and beyond to meet their needs and make sure they feel safe. “I want people to know that they shouldn’t be scared of the home buying process,” she says. “The fear holds a lot of people back. It is the agent’s job to step in and educate our clients, especially our first time home buyers.” No matter if her clients are seasoned investors or new to the process, everyone she helps is given the same great service.

After each transaction, glowing reviews are written about Anna’s work. One recent buyer said, “Anna is AMAZING!!! I am sure we would not have found our dream home without her. She was always on time and answered every phone call and text right away, it was like having a Realtor® genie but with the best personality ever. She was fun and enjoyable to spend time with, which is very important because you can end up spending lots of time with your agent when searching for the right place. If you are looking for an agent look no further, if you are already working with her congratulations you are with the best! Thanks Anna.” Another wrote, “Anna was very professional, knowledgeable, and exhibited a thorough understanding of the local real estate market. Her guidance on how to make a strong offer in a hot market was invaluable and we were able to swiftly secure the second property we were interested in.”

When Anna isn’t working, she’s staying active outdoors, fishing and boating. She also enjoys babysitting her friends’ children and reading.

But it’s safe to say that working is one of her favorite things to do. In the future she plans to continue her upward momentum and have even more of an impact on the team. “I really love what I do. I enjoy being out and meeting people from all walks of life, learning about them and helping them achieve their goals.”

For more information about Anna Dahlby, please call 612-388-1916 or email anna@sotahomegroup.com