{"id":1299,"date":"2013-04-17T16:19:36","date_gmt":"2013-04-17T20:19:36","guid":{"rendered":"http:\/\/dankrell.com\/blog\/?p=1299"},"modified":"2021-11-23T17:31:24","modified_gmt":"2021-11-23T22:31:24","slug":"get-out-of-your-way-and-negotiate-to-win","status":"publish","type":"post","link":"https:\/\/dankrell.com\/blog\/2013\/04\/17\/get-out-of-your-way-and-negotiate-to-win\/","title":{"rendered":"Get out of your way and negotiate to win"},"content":{"rendered":"

by Dan Krell \u00a9 2013
\nGoogle+
\nDanKrell.com<\/a><\/h3>\n

Self defeating attitudes can\u00a0 interfere with your negotiating tactics; so get out of the way and negotiate to win.<\/h1>\n

\"negotiating<\/a>What seems like many years ago, I read a book titled \u201cGet Out of Your Own Way: Overcoming Self-Defeating Behavior\u201d by Mark Goulston and Philip Goldberg. If you don\u2019t get the gist of the book by its title, the book describes how people can become obstacles to their own success. And although the book was about personal growth, the premise can apply to self defeating attitudes<\/a> brought forward during negotiating a real estate transaction.<\/p>\n

Obviously, the purpose to entering into a real estate transaction is to either buy or sell a home. However, buyers and\/or sellers can sometimes become obstacles in their own path to success; they may lose sight of the bigger picture and can make poor decisions \u2013 especially in negotiating price, repairs, and other issues that may pop up throughout the process. For example, a home buyer who seeks a low priced bargain may become frustrated wondering why he is constantly outbid; while the home seller who insists on an unsupported high price might become disappointed when there are no offers.<\/p>\n

It is common knowledge that \u201cthe first rule\u201d of negotiation is to not be emotional. However, many decisions about buying and selling a home are often based on emotion; additionally, expectation and anticipation<\/a> often influence home buyers and sellers. If emotions take over, the larger goal is often lost to a narrow focus on seemingly insignificant and petty matters.<\/p>\n

Get out of your way by sticking to the facts. Armed with data and facts, there is less conjecture and you are more likely to be persuasive in your arguments. Additionally, concentrating on facts can also help you stay focused on the larger picture of buying or selling your home. For example, when pricing or making offers \u2013 use recent neighborhood comps and look for data driven market sales trends (rather than relying on what you hear on the news). Looking at all the facts can also help negotiate other items, such as home inspection repairs; having contractor estimates may assist in resolving an impasse.<\/p>\n

Sometimes buyers and sellers go into a transaction with a \u201cwin-lose\u201d attitude, where they expect that their position is always correct. Being \u201caggressive\u201d towards your counterparts may seem the best way to get what you want; however, fighting for an uncompromising position may lead to all parties becoming inflexible and a transaction that does not close. In fact, being forceful and antagonistic about your offer may make others become ill tempered and even possibly hostile to further negotiation.<\/p>\n

One of the definitive texts on warfare, \u201cThe Art of War\u201d by Sun Tzu, has also been a guiding resource for top negotiators. \u201cThe Art of War\u201d doesn\u2019t talk about going to the enemy and forcing them \u201cto eat steel.\u201d Rather, it is a thoughtful treatise on dealing with people. The upshot is that the best way to \u201cwin\u201d is to prevent war through positioning, data, and understanding of the counterpart. In other words, negotiating to get your way may require positioning of the facts and being persuasive (rather than approaching the transaction with a take it or leave it attitude).<\/p>\n

Negotiating tactics are an often misunderstood part of the real estate process<\/a>. Hire a savvy real estate agent to assist you in collecting data and persuasively presenting your position. For a successful transaction \u2013 get out of your way!<\/p>\n

More news and articles on \u201cthe Blog\u201d<\/a>
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\nThis article is not intended to provide nor should it be relied upon for legal and financial advice. This article was originally published the week of April 15, 2013. Using this article without permission is a violation of copyright laws. Copyright \u00a9 2013 Dan Krell.<\/p>\n","protected":false},"excerpt":{"rendered":"

by Dan Krell \u00a9 2013 Google+ DanKrell.com Self defeating attitudes can\u00a0 interfere with your negotiating tactics; so get out of the way and negotiate to win. What seems like many years ago, I read a book titled \u201cGet Out of Your Own Way: Overcoming Self-Defeating Behavior\u201d by Mark Goulston and Philip Goldberg. If you don\u2019t … <\/p>\n

Continue reading “Get out of your way and negotiate to win”<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2}},"categories":[270,382,288,668,13],"tags":[490,879,912,880,466,992,797],"class_list":["post-1299","post","type-post","status-publish","format-standard","hentry","category-home-buyer","category-home-seller","category-housing-market","category-negotiation","category-real-estate","tag-home-buyer-2","tag-home-buyer-behavior","tag-home-seller","tag-home-seller-behavior","tag-housing-market-2","tag-negotiation","tag-real-estate"],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_shortlink":"https:\/\/wp.me\/p1VZLf-kX","jetpack-related-posts":[],"jetpack_sharing_enabled":true,"jetpack_likes_enabled":true,"_links":{"self":[{"href":"https:\/\/dankrell.com\/blog\/wp-json\/wp\/v2\/posts\/1299","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/dankrell.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/dankrell.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/dankrell.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/dankrell.com\/blog\/wp-json\/wp\/v2\/comments?post=1299"}],"version-history":[{"count":4,"href":"https:\/\/dankrell.com\/blog\/wp-json\/wp\/v2\/posts\/1299\/revisions"}],"predecessor-version":[{"id":6314,"href":"https:\/\/dankrell.com\/blog\/wp-json\/wp\/v2\/posts\/1299\/revisions\/6314"}],"wp:attachment":[{"href":"https:\/\/dankrell.com\/blog\/wp-json\/wp\/v2\/media?parent=1299"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/dankrell.com\/blog\/wp-json\/wp\/v2\/categories?post=1299"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/dankrell.com\/blog\/wp-json\/wp\/v2\/tags?post=1299"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}