Buying Real Estate

Mistakes to Avoid in Negotiating

1. Inadequate Preparation: Preparation provides a good picture of your options and allows for playing flexibility at the crunch point.

2. Ignoring the Give/Get Principle: Each party needs to conclude the negotiations feeling something has been gained.

3. Use of Intimidating Behavior: Research shows the tougher the tactics the tougher the resistance. Persuasiveness, not dominance makes for a more effective outcome.

4. Impatience: Give ideas and proposals time to work. Don't rush things. Patience pays.

5. Loss of Temper: Strong negative emotions are a deterrent to developing a cooperative environment of creating solutions.

6. Talking Too Much and Listening Too Little: If you learn to listen you will gain knowledge. If you incline your ear you will become wise.

7. Arguing Instead of Influencing: Your position can best be explained by education not stubbornness.

8. Ignoring Conflict: Conflict is the substance of negotiation. Learn to accept and resolve it -- not avoid it.