|Negotiation For A Better Outcome?
Listening is gold to help you with your property negotiation. The key to success is to read between the
lines when the other party talks so listen and watch. Build their false confidence.
If you want a sure-fire way to succeed at negotiations for your next property investment purchase, then
these 7 timeless quotes will help:
1. Negotiating is essentially human way of interacting. It is how we achieve the outcomes we desire.
It is the way we progress. Adam Smith, the Scottish economist who wrote “The Wealth of Nations” put it
“Man is an animal that makes bargains. No other animal does this. One dog does not exchange a bone
2. Negotiating is not about dividing up a limited cake in ways that are divisive.
It is about making a bigger and better cake. David Ghitelman says that the key to making negotiations
work isn’t a scarcity mentality but an added value mentality:
“Negotiating is about creating value, not dividing wealth.”
3. Conflict is at the heart of negotiation but only a positive view of conflict will result in a successful
As Dean Tjosvold said: ( This is information about property council approvals)
“Co-operative conflict builds people up, strengthens their relationships and gets things done.”
4. There is a time to speak and a time to shut up in negotiations.
When you do more listening than speaking, you actually increase your negotiating power. I remember
reading this quote:
“If you’re talking, you’re giving information and therefore giving away power. If you’re listening and asking
questions, you’re gaining information, the raw material of knowledge, and therefore gaining power.”
5. In power negotiations, when the stakes are high, let the other side believe what you want them to
( This is information about property council approvals)
But don’t lie or be dishonest. Sun Tzu, the writer of the oldest military treatise in the world, “The Art of War”,
put it in these words:
“All warfare is based on deception. Therefore when capable, feign incapability. When active, inactivity.
When near, make it appear that you are far away. When far away, that you are to lure him. Pretend
inferiority and encourage his arrogance.”
6. Recognize that you will only reach agreement by understanding the deeply-held needs of the other side.
In Frank Romer’s words: (Council approvals and town planning)
“People will sit up and take notice of you if you will sit up and take notice of what makes them sit up and
7. You can only succeed in negotiations with a win-win attitude.
Building approvals & complying & development certificates.
To quote B.C.Forbes:
“Any business arrangement that is not profitable to the other person will in the end prove unprofitable for
you. The bargain that yields mutual satisfaction is the only one that is apt to be repeated.”
Negotiation skills are about win/win situations. Creating a positive outcome for all.
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