Are You An Effective Negotiator?

Written by Posted On Tuesday, 12 January 2016 07:31

Everybody has his or her own interpretation of what it means to be an effective negotiator. Some believe that they need to possess a killer instinct, a win-lose attitude, or place what they perceive as their clients best interest in front of reality. While negotiating, the true person comes out or the person you think you need to be. Viewing a negotiation as a win-lose game creates a competitive atmospherethat is based on our behavior rather then focusing on the goal. All parties involved should benefit from a successful negotiation. 

Some keys to a successful negotiation are understanding the importance of effective communicationfocusing on the goal, and not letting emotions or personalities cloud the process. When a buyer or seller client hires us to work on their behalf the very first meeting tends to be a negotiation until we are actually hired. Once they sign an agreement our role shifts from participant to advisor.

The initial consultation we have with a prospective client will also help determine what type of negotiating partner they will be when it comes time to make or receive an offer to purchase. Listening, clarifying, setting expectations, and a full explanation of the home buying or selling process, will give you all the answers you need in order to help that client.

By taking the time to discuss the above from the beginning, you are preparing the client for what could come. We want to keep the playing field as calm as possible and by adhering to the above; the client has had time to absorb the many possible scenarios in advance of any real-life action. The beginning of the negotiation process is NOT the time to prep a client. 

As real estate agents we are acting as client advocates and part of our duty is to educate and guide our clients. We help set the tone for the negotiation with the buyer, seller, and the other real estate agent. It is absolutely imperative that we remain professional and calm otherwise we run the risk of tainting the process. Once one party gets a bad taste in their mouth about the other party it can be hard to reverse.

The other side will also most likely remember your initial interaction down the road when you ask for repairs, changes, or flexibility in a term.

I believe that many things in life are preventable. Choosing to properly inform clients from the start will yield far greater results then just closing a real estate transaction. 


Please visit my website for more informative articles.

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Christopher Pagli

Welcome!  You are about to meet an agent that specializes in personalized service for first time and repeat Westchester County NY and Greater Portland Maine homebuyers and sellers.  

My background includes 20 years of developing and implementing effective marketing plans through online social media, blogging, and media contributions.  Most recently I was hired by Cineflix Media as a real estate consultant for “Buying & Selling” with the Property Brothers Seasons 3 & 4 on HGTV.

The process of buying or selling a home can be frustrating.  Our initial consultation will focus on getting to know each other, your needs, wants, and lifestyle.  As your client advocate I’ll take the time to sit with you.  We will discuss the overall real estate buying and selling process, current market conditions, absorption rate, and buyer/seller thought process, including where and how they search.  

You will have complete control of the process. As your agent I will simply offer my knowledge, expertise and comprehensive marketing tools to accomplish our goal of buying or selling your home

Buying and selling a home is a major turning point and huge investment. Please remember that you don’t have to do it alone. By engaging my real estate services, you are teaming up with an agent that truly has your best interest in mind.

You will have clear, prompt communication every step of the way – I stay open until you close.

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