How To Deal With Tough Real Estate Negotiators
Very important post today
Very important post today. There are two types of negotiators in the world. Most of us fall into the 85% category... and there's nothing wrong with that. It's a good place to be... but there's 15% of the population who are hell-bent on getting what they want, at all costs.I call them "lone wolves".
They are tough, hard-edged, difficult. They yell, scream and pound the table. It may be an act and it may not be an act. They want to win at all costs, they're not interested in being your friend, they just want whatever you have and they're going to use any strategy, any means to get it.
They don't care.
Have you ever met that guy?
Here's the thing. I can be that guy. And you need to be able to be "that guy" as well when you meet him at the negotiating table.
They are not interested in win-win, long-term relationship, let's be friends and all those feel-good tactics that are so popular in the self-help section of the bookstore. In fact, you lose respect the moment you even hint at these sort of plays in your strategy.
When you're dealing with a lone wolf, you have to play like a lone wolf. Period. Otherwise, they will kick you down until you give them what they want.
Put me in a room with a lone wolf. It's a stand off. 'Cause when he screams and yells at me, I'll laugh at him.
And that will irritate him even more.
And then, I'll yell and scream at him and he won't know how to react... because he's not use to it. At all.
Most of the time though... all you have to do when the lone wolf starting throwing his hissy fit, pounding the table and making a lot noise... all you have to is just calmly look at him. No reaction. None at all.
It gets to the point where they have no idea how to deal with you.
Several times I've done this and they come back later and go, "You know what, Dario. I have no idea how you got me to agree to some of the things you wanted... like I gave you things I didn't want to give you."
Of course... he then tried to manipulate me and tried to get things back...
The quiet approach.
It works for both sides of the population. The lone wolves and the rest. It's a great tactic... but especially infuriating and confusing for the lone wolves.
Then there was this other time when I was in a conference type negotiation. Room with fifteen or so people. Too many cooks in the kitchen. Anyway... the lone wolf we were negotiating with was getting frustrated, irritated and annoyed... and all of a sudden, he gets up from his seat and starts pounding the table and screams, "you people are [bleeping] crazy, you don't know what the [bleep] you're talking about."
Immediately, three people broke down and started crying. He got what he wanted.
Then the lone wolf storms out.
I'm sitting there, calm, and I'm like... Let him go, he'll come back.
Of course, all of a sudden, somebody else breaks down and shouts after him, "wait, wait, wait... come back, come back, come back."
He got what he wanted.
We didn't get the price reduction on the property.
Every time you give in to a wolf... there's no going back. Because you've just given in once... and you're going to continue giving in.
When you're negotiating with a wolf, NEVER try to build a win-win for him. He'll disrespect you for it. (Or she.)
Copyright (c) 2010 Dario Lorenzo
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