Effective Communication is Key When Negotiating
By Pat Savani
(Champion Realty, Inc.)
I am convinced one of the most difficult things we do when negotiating is to communicate effectively. More transactions are lost because we misunderstand, don't listen, assume we know, don't call back, don't clearly articulate, don't write it down or don't work to build consensus. To communicate effectively we need to: Listen Try to understand what the other party wants and why they are requesting it? Know if a request is a casual want or an absolute need? Know how to identify an alternative option that will satisfy their request? Return calls promptly, especially difficult ones, they don't age well. Make sure all written communication is clear and expresses the exact terms of the agreement. Be professional and unemotional in our communications, our clients don't need an emotional ag...