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Using the Negotiation Tactic of Silence

Silence is a key negotiation technique. Silence tends to make people feel uncomfortable; using that discomfort can be an effective real estate negotiation tactic. Learning to master silence is a negotiation skill worth practicing. It may seem simple, but often is not....

Being the Messenger as a Negotiation Tactic

In professional real estate negotiations, being “the messenger” can make it easier to counter with a difficult piece of information. As you play the role of messenger, you will be perceived as a third party with the difficult task of delivering an unpleasant request...

Linking Issues as a Real Estate Negotiation Tactic

Professional real estate negotiation is all about making and taking concessions until a mutually agreed upon outcome is reached. Successful real estate negotiation techniques can help to reach that agreement faster. One of the strongest negotiation tactics available...

Using the Reverse Offer Real Estate Negotiation Tactic

In real estate negotiations, the seller normally makes the opening offer to the buyer via the “list price” in order to get negotiations started. Occasionally the seller will also make an unsolicited offer to the buyer below the formal list price to see if the buyer is...

Could You Have Negotiated Better?

Unless you have a partner, mentor, or other third party who will provide honest, non-judgmental feedback, chances are good that you will have to evaluate your own performance in any recent real estate negotiation. This step in wrapping up the client file should not be...

Are You the Best Agent You Can Be?

The best professional agents both protect their clients and help them achieve better results versus average agents. Negotiation skills are the primary skills used to help accomplish both of these goals. Think about all the different negotiations there are in real...

How the Brain Learns and the Impact on Training

Human beings are generally always learning something, and the more engaged they are in the process, the more useful the new information will be.  The neurons in the brain love to learn, and they can be compared to muscles in the body that love to exercise.  Neurons...

Why Bother to Learn Real Estate Negotiation Skills?

Do real estate professionals really have to know how to negotiate?  The simple answer – absolutely!  When you define negotiation as, “Influencing or persuading others,” then it is easy to see that the real estate professional uses negotiation skills in every real...

When the Other Side Says, “Take It or Leave It”

Ultimatums are a competitive negotiation tactic, and most real estate professionals have encountered them at some point in their careers.  Of the ultimatums in common use, “Take it or leave it,” is by far the most popular.  It is designed to cause discomfort and put...

Sound Logic Persuasion Principle

The sixth and concluding article in the Persuasion Principle series, we turn to the Sound Logic Persuasion Principle. In real estate negotiations, the principle of sound logic notes that when people are uncertain about a decision, they will look outside themselves for...
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