How the First 30 Seconds Can Lead to a Positive Negotiation
Hi Everyone;
As many of you know, CIR Realty sent almost the entire CIR Management Team down to NAR to learn new ways to better serve you. I wanted to share with you my favorite speaker and I have also included some notes if they are of interest to you. CIR Realty has ordered the audio tapes and they will be posted soon so you will be able to listen and learn from the talented speakers in the comfort of your own home.
Did you know the first 30 seconds of a meeting sets the tone? How do you do in the first 30 seconds? Tips below will ensure you make the most out of every valuable second. These valuable seconds lead to positive negotiations and money in your pocket.
A little about the speaker I loved……
Daniel Shapiro, Ph.D. Dealing with Emotions in Negotiation: Five Practical Tools
Emotions are the other half of all negotiations! Attendees learned how to deal effectively with the five core emotional concerns that significantly impact negotiating success. Drawing on years of research at the Harvard Negotiation Project, Shapiro described how appreciation, autonomy, affiliation, status, and role affect negotiations – and how they can be used for mutual benefit – whether a presenter, recipient, or influencer. Dr. Shapiro is co-author of Beyond Reason: Using Emotions as you Negotiate.
How to chart a winning course in negotiation.
2 major goals to excel at negotiating:
1. Maximize substance (price)
2. Relationship (seen as trusted advisor)
You need the following 2 tools to negotiate efficiently:
Reason – assess the value of the specific home. Study house values and comparables.
Emotion - How do you deal with your emotions, your clients emotions and the sellers emotions? Did you ever stop to think that you actually need to pay attention to everyone in your transactions? Think about the last time you were in a negotiation? Did you pay close attention to the emotions of everyone involved?
So how do you deal with emotions?
Here are some common suggestions we often hear when having to deal with emotions:
- “Don’t get emotional”
- “Don’t let your emotions get the better of you”
- “Deal directly with emotions”
You are not a robot! You can not ignore emotions!
What are the causes of emotion? What do you do with emotions? Sometimes, emotions are overwhelming to deal with.
In order to better understand and deal with emotions, you must focus on the 5 core concerns because they trigger many emotions!
Five Core Concerns
Appreciation
- Appreciation is powerful. No one likes to feel devalued or unheard. It has a BIG impact on emotions.
- When a client is upset, understanding the other’s point of view in not enough. Find merit in what they think, feel or do.
- Make sure you have communicated that you understand.
Autonomy
- The freedom to make decisions without impositions from others. For example: If someone went to your house this afternoon and rearranged all your furniture you might be upset and you would probably change it back. However, the other person may have felt they had the freedom to do that for you. Remember, it is not about the content, it is about the process. Remember the unwritten rule: ABCD “Always consult before deciding”.
Affiliation
- Emotional connection between you and another. Affiliation has a powerful impact on emotions. Fact: The same part of your brain responds to physical hurt but also hurt caused by rejection. That is how powerful emotions can be.
Role
- We play pre-established roles. Shape your roles and the roles of others. How can I make my role more fulfilling? How can I make my clients roles more fulfilling?
Status
- Your status in relation to another. We all have areas of particular status.
Understanding these five core concerns will help:
- Understand your clients emotions
- Stimulate helpful emotions in others and yourself
Build structural connections. Reduce personal distance. Structural connections hold us to our clients. Be sure to build a personal connection. How does a porcupine stay warm? By getting just close enough! So ask yourself ….Am I getting too close or not close enough to my clients?
Wishing you successful negotiating as you use the power of emotions to get the results you want!
Sincerely,
Anne Clarke
Marketing Manager
CIR Realty
anneclarke@cirrealty.ca

Anne Clarke
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