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5 Ways to Handle a Difficult Negotiation

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5 WAYS TO HANDLE A DIFFICULT NEGOTIATION

1. 0:45 - Agree with the other side. They will have some sort of negative emotion (sad, upset, angry, disappointed). Agree with their emotion. Listen to them. They need to tell you how they feel. Agree with their emotion and then start to move on once they've got it out of their system. Don't interrupt them.

2. 1:45 - Work with the other side. The other side is not your enemy. Don't talk down to the other side. Don't insult or think of your negotiating partner as inferior. Respect the other side and work with them, not against them.

3. 3:30 - Don't argue. Don't lose your cool. Don't talk down to the other agent. If you get too emotional, you will get sidetracked and lose focus of the deal.

4. 5:43 - Presenting the information. Ask an open-ended question to elicit a response from the other side. "What information can I provide to you that will show you that this is a fair deal for your client?".

5. 8:12 - Walk away. The best leverage to have when working with a difficult person or negotiator is to walk away.


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Matt Leighton - Arlington VA Real Estate Agent
Licensed in VA and D.C.
Century 21 Redwood Realty
1934 Wilson Blvd
Arlington, VA 22201
   • 5 Ways to Handle a Difficult Negotiation