Real estate negotiations come down to much more than price alone. Aside from price, successful deals might include details like healthy deposits, attractive dates, or large deposits to name only a few. In some cases, Sellers might accept a lower price simply because they feel some connection to the Buyers. In any case, negotiation strategies on the part of any good agent is an essential skill.
To enhance your negotiating skills, here are six books to help you in becoming a masterful negotiator.
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
By Deepak Malhotra & Max Bazerman
Authored by two leaders at Harvard Business School, Malhotra and Bazerman offer mental habits and strategies proven to result in successful negotiations. Helping you become a ‘Negotiation Genius’, you’ll learn to negotiate from a position of weakness, diffuse hardball tactics, create trusting relationships and more.
Never Split the Difference: Negotiating As If Your Life Depended On It
By Chris Voss
Ranked as a BestSeller on Amazon with over 7,000, 4.5-star ratings, author Chris Voss offers skills gleaned from his career as an FBI hostage negotiator. Helpful in negotiating anything (not just real estate deals), Voss provides nine effective principles to enhance your persuasiveness.
The Art of Negotiation: How to Improvise Agreement in a Chaotic World
By Michael Wheeler
Helping you to thrive, Wheeler suggests the best negotiators are those without rigid plans. Explaining effective negotiations as those that include ongoing learning, adapting and influencing, Wheeler, using examples from diplomats, shows how to reach agreements where others would be left stalemated.
Getting to Yes: Negotiating Agreement Without Giving In
By Roger Fisher, William Ury, & Bruce Patton
Originally published roughly 30 years ago yet still considered a classic, Getting to Yes was based on the work from the Harvard Negotiation Project which mission includes improving the theory and practice of conflict resolution. Offering its readers a step-by-step guide to non-adversarial bargaining, readers will learn exactly how to reach mutually acceptable agreements.
Influence: The Psychology of Persuasion
By Robert B Cialdini PhD
Based on thirty-five years of evidence-based research, author Dr. Cialdini explains the psychology behind saying ‘yes’. Readers will learn six principles in becoming skilled persuaders, and conversely how to defend themselves from being persuaded.
Ask for More: 10 Questions to Negotiate Anything
By Alexandra Carter
Coined as an essential skill for not just one’s career, but our closest relationships and everyday life, Carter, a Columbia Law Professor and mediation expert, provides a straightforward approach for getting more. Identifying how the right questions, result in effective outcomes, Carter provides readers with a ten-question framework for successful negotiations.
Looking to start a career in real estate, or ready for a change in your real estate career – book an appointment to learn more about Westmar.
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