If you change your style of negotiating, you can have less stress, happier clients and create great deals. Most of the Realtors you negotiate with try to win by making you lose, which is why it is called Win-Lose negotiating. Some commentators call it Zero Sum or Distributive, but win-lose gets the point across better. The other type is Collaborative negotiating, also called Win-win. If you can practice Win-win negotiating, you will be a much more successful Realtor, not to mention more popular in the profession. Here is the difference between the two.

 

Win-Lose Negotiating

 

In this style of negotiating the parties view the transaction as having a fixed amount of something, and the more one party gets, the less the other party gets. In this type of negotiating, you “play your cards close to your chest” and do not disclose anything important about your situation.

 

Win-Win Negotiating

 

You will live longer if you learn Collaborative Negotiating. It is frequently called Win-win, a term that is used way too much, because it implies that everybody wins equally. This type of negotiating is characterized by questioning and listening, creating trust, avoiding hostile emotions and concentrating on ways to get mutual satisfaction. The first stage of this type of negotiating is for the parties to cooperate and exchange information, so they can create more value in the entire deal. The second part of this style of negotiating is for the parties to claim their share of the value.

 

To engage in this type of negotiating it is important that each side provide useful information about their circumstances and explain why they want to make a deal by discussing their real interests honestly. You concentrate on satisfying your counterpart’s needs. This style is different from Win-Lose negotiating, where the concentration is on what you can take from your counterpart.

 

For a more detailed discussion on this topic, please go to http://createagreatdeal.com/featured/negotiating-style-killing-deals/.