Learning to negotiate?
- Thread starter Blueberry
- Start date
Plenty of real estate CPD courses out there which cover negotiation skills.
Herb Cohen has written some great books.
Neil Jenman has a handy booklet called "The Craft of Negotiation" available for free by contacting them through the website http://www.jenman.com.au/news_article.php?id=13 . It's basic but useful in understanding the principles of negotiation.
Ken
Ken
Just checking in again here.
I've now read two (well listened thanks to audible. I put it on my phone and listen when I'm in my car) . Getting to yes by Roger Fisher and William Ury and "Getting more" by Stuart Diamond. Very much prefer the second book. lots of real life examples and covers negotiating in all areas of your life, but also has specific chapters for different situations. Unfortunately not a negotiating real estate chapter, but it's all applicable.
I tried getting the Jenman one, but kept getting redirected, and I have Herb Cohen on my wish list (soon to buy).
I've now read two (well listened thanks to audible. I put it on my phone and listen when I'm in my car) . Getting to yes by Roger Fisher and William Ury and "Getting more" by Stuart Diamond. Very much prefer the second book. lots of real life examples and covers negotiating in all areas of your life, but also has specific chapters for different situations. Unfortunately not a negotiating real estate chapter, but it's all applicable.
I tried getting the Jenman one, but kept getting redirected, and I have Herb Cohen on my wish list (soon to buy).
I think the last property specific negotiation cpd that I got was via Kaplan or OTEN.
Brian Tracy has written a new book on negotiation. I just saw that it was on Amazon. Not sure if his style is to your taste, but just saying.
no craft. just silence.
silence is a negotiators greatest weapon.
when engaged in conversation, people generally like it to continue.
when conversation stalls, due to you breaking it down, the other party (generally) concedes something, anything, to restart it. that is, unless they also use silence too, or are just simply not willing tp budge.
but in 90% of cases, something is conceded to restart the conversation or negotiation. and they don't even know they've done it, until they've said it.
everyone has conceded something like that in the past, you know, you just find yourself offering something and then stopped and asked "what the hell did I do that for?!". often happens when buying a car, or selling one to a dealer. also happens in fencing disputes, too.
works great on the phone with re agents, too.
silence is a negotiators greatest weapon.
when engaged in conversation, people generally like it to continue.
when conversation stalls, due to you breaking it down, the other party (generally) concedes something, anything, to restart it. that is, unless they also use silence too, or are just simply not willing tp budge.
but in 90% of cases, something is conceded to restart the conversation or negotiation. and they don't even know they've done it, until they've said it.
everyone has conceded something like that in the past, you know, you just find yourself offering something and then stopped and asked "what the hell did I do that for?!". often happens when buying a car, or selling one to a dealer. also happens in fencing disputes, too.
works great on the phone with re agents, too.
"The first person to mention a number loses".
Wayne Berry is also somebody who is good- and although not specifically real estate, is an Aussie with a track record. Www.topgunba.com.au
Wayne Berry is also somebody who is good- and although not specifically real estate, is an Aussie with a track record. Www.topgunba.com.au
Stuart Diamond - Getting More.
