Legal Ease
IS NOT THE ENEMY NEGOTIATING WITHOUT HOSTILITY
REALTOR THE OTHER REALTORS® . THESE INCLUDE THE FOLLOWING:
·There are more negotiations by e-mail and telephone where real estate agents tend to be less polite to one another than they might otherwise be in face-to-face negotiations;
· There are more negotiations between real estate agents who do not know one another leading to more agents not giving one another the benefit of the doubt on issues of credibility;
· The relative bargaining positions of buyers and sellers has, because of market conditions, been more unequal than in the past leading to more win-lose negotiations and greater frustration on the part of the real estate agents trying to help their clients in such negotiations;
· There is more frustration and impatience on the part of experienced agents with other agents who appear to lack basic training in contracts; and
· The difficult economic times of the last 5 years or so has hardened some agents and made them less kind.
16IGEORGIA REALTOR® ARE INCREASINGLY REPORTING NEGOTIATIONS WITH OTHER REAL
ESTATE AGENTS THAT ARE FILLED WITH PUT-DOWNS, PERSONAL ATTACKS, HOST ILITY AND GENERALLY RUDE BEHAVIOR. THERE ARE A LOT MORE REALTORS®
WISHING
FOR THE GOOD OLD DAYS WHEN THERE WAS GREATER CIVILITY BETWEEN REAL ESTATE AGENTS IN NEGOTIATIONS. WHILE THE GOOD OLD DAYS WERE LIKELY NEVER AS GOOD AS PEOPLE REMEMBER THEM, MAJOR CHANGES HAVE TAKEN PLACE IN OUR INDUSTRY THAT HAVE LEAD TO MORE DIFFICULT NEGOTIATIONS BETWEEN REALTORS®
Regardless of the causes of the hostility, the trend is not
a good one. Anger and hostility in real estate negotiations make for fewer successful real estate transactions. This means less money in the pockets of REALTORS®
greater potential for litigation. It doesn’t have to be that way. Negotiations can be
friendly and positive and still achieve the client’s goals. In fact, the very best negotiators are the ones with whom you feel you have never really negotiated. This article will show REALTORS®
such a negotiator by focusing on four key points. HAVE THE RIGHT
MINDSIGHT WHEN NEGOTIATING FOR A BUYER OR SELLER
A negotiation should not be viewed as a battle. It does
not require the agent to be harsh or ugly to the agent’s counterpart on the other side of the transaction. When the other agent is treated as an adversary, a channel of communication that would otherwise be open to pass information needed to get a deal done is lost. A potential ally becomes a possible enemy. So, what should the role of a real estate agent be in a LEGAL EASE, CONTINUED ON PAGE 19 >>
NOVEMBER I DECEMBER 2013 and a ®
how to start to become
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