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...

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...

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...

Sameness Persuasion Principle

Continuing the series of Persuasion Principles, the fifth principle is the Sameness Persuasion Principle for real estate negotiation. The principle of sameness holds that people like to do business with people they like, want to be like, or want to be associated with....