Negotiating With Collaboration and Empathy

When it comes to the purchase or sale of your real estate, having an adept negotiator on your team is critical to your success. It’s easy to find yourself locked in a position when it comes to your most valuable asset. It’s not uncommon for buyers and sellers to dig in their heels with respect to price and terms, but if you want your negotiations to be successful, it’s important for you to remain adaptable and open-minded.

The Nature of Great Negotiation

Many people think that great negotiation means that I win and you lose, but great negotiation really comes down to great collaboration. In negotiation, it is incredibly important to consider the other side’s perspective and to listen well. It’s also important to remain calm and composed. Your emotions can derail the negotiation process, so do your best to manage your emotions and maintain a level-headed approach.

The Role of Compromise

The reality is that in most negotiations, compromise is inevitable. Of course, any compromise you make should align with your overall objective – a successful real estate transaction. So, be sure to hire a highly qualified agent who possesses strong negotiation skills and strategies. You’ll want someone who can establish good rapport with the parties and who can identify areas of common ground. When it comes to successful contract negotiation, finding common ground and developing good rapport with the other parties in the transaction creates collaboration. And, collaboration leads to positive outcomes.

The Power of Tactical Empathy

One of the best ways to foster collaboration in negotiations is through the use of tactical empathy. According to former FBI hostage negotiator Chris Voss, the art of successful negotiation is a collaboration rooted in empathy. Chris defines tactical empathy as becoming completely aware of the other side’s perspective, their point of view, their take on things, how they see it, and what they feel. It is the deliberate influencing of your negotiating counterpart’s emotions for the purpose of building trust and securing deals.

Building Trust and Influence

How do you build trust and influence? By making the other party feel heard. Do your best to avoid denials and disagreements. Remember, negotiations are not arguments. Even if you don’t agree with what the other side is saying, you don’t need to tell them so. Just make them feel heard. And, watch your tone of voice. The tone you use is more important than what you say. That’s because your tone evokes emotion in people. By developing a positive and effective tone, you can enhance your communication skills and foster stronger connections. The key in using tactical empathy in negotiations is the ability to recognize the perspective of a counterpart and the vocalization of that recognition.

Employing Tactical Empathy

Realtors aren’t hostage negotiators and you likely aren’t either, but we can all learn to employ tactical empathy when we negotiate. After all, the more we can incorporate empathy into our negotiations, the more likely we’ll keep the tactical upper hand.

Bottom Line

Negotiation is a collaborative problem-solving process that requires a high degree of sensitivity and emotional intelligence. Reaching a positive outcome in a complex real estate transaction is achievable when you hire a skilled negotiator and when you remain adaptable, flexible, and open-minded. By employing tactical empathy, building trust, and creating an environment of collaboration, you will succeed.