Thursday, 14th of August 2008 at 03:00:59 PMI take my Real Estate Education rather seriously, and one area that I really wanted to work on was improving my Negotiating. This became a goal of my after reading the book The Power of Nice. This book opened my eyes that negotiating doesn’t have to be us against them type work, but leveled it by saying that yes, both parties can win, but one party will always win more. I’ve always said that I wanted win-win, but I never seemed to find it. Seemed like there was always battle with some agents and their clients. So this year I set out to work on Negotiating and Communicating.
This class is part of the GRI program, of which I am already a graduate and knew the quality of level of these classes, so it was a great opportunity when it came up. It was also being instructed by David Compton, an instructor that I heard many good things about but have not had the opportunity to follow. When the class started, I learned that David was co-instructing with Michael Valenti, another instructor that I have enjoyed learning from in the past. So with these two great instructors, we had high expectations, and boy did they not miss a beat on this course.
They complimented the book that I read. Reminding me to listen, ask questions to understand and to seek out what the objectives that each party is trying to achieve. That all transactions can have different objectives in the area of time, money, and opportunity. At that within those areas you will find different priorities. By understanding what it is that each party is trying to achieve, you can facilitate the best possible solution. This excited me, I liked the idea of helping find the best possible solution.
We learned about the different tactics that are used in negotiating and how best to work with those tactics. And that sometimes people just want to feel like they dominated the negotiation, not really caring about achieving anything else. After taking this course, I feel like I can help my clients so much more, both by understanding their needs and in helping to understand the needs of the other party.
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