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January 27, 2024

Summary of Negotiation Experience: Importance of Pausing, Active Listening, and Laughter

Summary of Negotiation Experience by Broker Pam Blair

Importance of Pausing

– Blair insists that taking a moment to collect your thoughts before responding encourages sound judgement and deters us from making rash decisions.
– It also exhibits respect towards the other party as it indicates careful consideration of their proposal.
– Pausing does not indicate indecisiveness, rather it communicates control and calculated reasoning.

Value of Active Listening

– Real estate deals are not solo performances but duets requiring input from both sides.
– Understanding the concerns, requirements, and objectives of the other party only can be achieved through active listening.
– It helps in establishing trust among the participants in the negotiations.

Power of Laughter

– Creates a relaxed, less tense environment leading to smoother discussions.
– A good chuckle can diffuse tension and lighten the mood of serious negotiations.
– Nevertheless, it’s important to remain respectful and avoid forcing humour, as it may come off as insincere.

Rewards of Positive Negotiation Experience

– Blair argues that these practices foster healthy working relationships and mutual respect.
– A positive negotiation experience creates a win-win situation for all parties involved.
– The parties are more likely to return to negotiate future deals.

Hot Take

Listen up, folks! If Blair’s techniques had a dance equivalent, they’d be executing a flawless foxtrot. A smooth glide for negotiation purposes. Her steps echo the old adage, “slow and steady wins the race”. And we’re here for it! Blair doesn’t just suggest taking it slow (though nobody is implying you develop a Zen monk concentration), she emphasizes putting a full stop for mindful thinking.

“Laughing All the Way to The Bank”

Ever thought a chuckle could get you a sweet deal? Blair seems to think so, or at least she believes it can ease the tension in negotiations. She isn’t promoting stand-up comedy sessions, though, just the slight tickler to lighten things up. Careful not to crack a joke that falls flat, or you might just find yourself laughing all the way out of the deal.

“Listen Up”

Ah, the art of listening! Often underrated yet it can make all the difference in a negotiation, ask any successful business person or even your spouse. Blair encourages active engagement in discussions. So basically, we have to unlearn the “waiting for my turn to talk” model.

All in all, this isn’t some rocket science or a secret formula, just good ol’ respect and politeness with a sprinkle of laughter. That’s Blair’s recipe to win negotiations without bruising egos. Now, if you’ll excuse me, I’ve got some slow breathing and joke-hunting to do – all in the name of real estate!

Original article: https://www.inman.com/2024/01/27/3-negotiating-skills-that-could-also-improve-your-health/

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Martin Towers


Martin is an ex Real Estate Agent turned digital marketer and entrepreneur now specialising in helping Realtors all around the world

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