Where s The Negotiator Coming From?


Where’s The Negotiator Coming From?

In that house deal, the real estate agent clearly was too focused on making the deal to use command judgment. Her decision was a quick fix on the situation, but it wasn’t necessarily illogical from her point of view: A sale where she made a medium amount of money was better than no sale at all.

The commander, on the other hand, had to remember that his (and his wife’s) goal was not to make a deal, but rather, to find a nice house that they could renovate at a reasonable cost. Their goal involved having a reasonable mortgage to make that happen; it also meant making sure the work would stay within a certain budget. Only by focusing on the goal rather than the deal was my friend able to handle the situation.

My friend decided to use the real estate agent as the negotiator in the next deal. He reasoned that he now knew a lot more about her negotiating style and how she would act in certain situations. I’m not sure I would agree with that—kind of a judgment thing, I guess—but he claims he gave her a much lower number on the next property and got a better deal because of it.

And, he says, he paid her full commission, even though her actions in the past showed he could have squeezed her there if push came to shove. Like I say, not everybody in the world is out to get you, not even in real estate.




Negotiate and Win. Proven Strategies from the NYPD's Top Hostage Negotiator
Negotiate and Win: Proven Strategies from the NYPDs Top Hostage Negotiator
ISBN: 0071737774
EAN: 2147483647
Year: 2003
Pages: 180

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