Win-win negotiating says if you and
a seller get together and learn about
each other's objectives, you can come
up with a magical solution that gets
both of you what you want without
either having to feel he or she lost.
An example of this would be two
people with only one orange but both
want it. After they talk about it, one
offers to split the orange down the
middle and let each settle for half of
what he or she really wants. To be sure
that it's fair, they decide that one will
do the cutting and the other will get
first choice of the two halves. However,
as they continue to discuss the situation,
they learn that their underlying
needs are different. One wants the
orange to make juice, and the other
wants the rind to put into a cake.
Magically, they have found a way that
both of them can win and neither has
to lose.
Note that this win-win negotiation
was successful because both sides did
a good job of gathering information.
Initially these two people made the mistake
of assuming that the other person
wanted the orange for the same reason
he or she wanted it. That's a big mistake,
especially when you're buying real
estate. Never assume that sellers view
properties the same way you do. Doing
so will often create deadlocks over
issues that are completely irrelevant to
the problems the sellers are trying to
solve. The best way to avoid this type of
complication is by sharing information
and trying to learn what each party is
trying to achieve. Never assume that
sellers won't do something just
because you wouldn't do it.
Win-win negotiating is not a matter
of just getting what you want, but of
helping the other person get what he or
she wants also. And one of the most
powerful thoughts you can have when
you're negotiating with a seller is not,
"What can I get from them?" but "What
can I do for them that won't take away
from my position?" People will give you
what you want in a negotiation, if you
can help them get what they want.
Source: Adapted from Roger
Dawson's audio programs, The Weekend
Millionaire's Real Estate Investing
Program and The Secrets of Power
Negotiating. To learn more about Roger
Dawson and his audio programs, visit
www.AdvantEdgeMag.com/004 today.
