Commercial Property Negotiation – 3 Stages of Rejection in Negotiation

In commercial real estate sales and leasing, the real estate agent negotiates every day with different people and different situations. Your skill in the negotiation process will improve over time, although it can be significantly fast tracked through simple daily practice.

Most the property negotiations have some degree of challenge such as:

  • The fees are too high for the property owner
  • The marketing funds are more than what the client will pay
  • The type of agency is not what the client wants to accept
  • The timing of the deal is difficult
  • The price or rent being offered is unacceptable
  • The parties to the deal just don’t get on
  • The key elements of the property do not fully satisfy the parties

Given that every deal is going to have some hurdle to negotiate through, the best real estate salespeople become the excellent negotiators. You can do that as well.

In most property situations, the parties to the transaction want to have some simple benefit or win in the process. It is up to the salesperson to reach that point. Every negotiation starts somewhere and it is up to you to start it.

The three stages of negotiation are typically as follows:

  1. The parties will tell you that they are interested in the property but something is wrong and is holding them back
  2. A series of problems will be tabled by the negotiating parties
  3. The parties will tell you what solutions they see as acceptable

In most property negotiations, the parties will move through these three stages; that process is really what you want and you will require in achieving an outcome. When they give you some solutions that they will be happy with you have something to work on.

The best property negotiators will move the parties from item 1, to item 3. The way to make them work through the stages, is to ask directed questions surrounding their ideas and feedback. Here are some examples of open questions you can use in the property negotiation processes:

  • Tell me, what are the fees that you see appropriate for taking the property to market?
  • Mr. Brown, what are the hurdles that you see given your individual property circumstances at this time?
  • Mr. Brown, if the price was not a hurdle for you now, how would you proceed with the contract process today?
  • Tell me, what are the elements of the property that you really should have and that work for you?
  • What adjustment can we create in the offer which will improve or remove these challenges for you?

There are many variations to the negotiating and questioning process. Importantly, the three stages above should be respected and moved through to get momentum and focus on a positive negotiation outcome.

PowerPoint Presentation Clicker – Features And The Best Products

When someone delivers a PowerPoint presentation to an audience, it is not a comfortable experience to remain tied to your computer. This may potentially hamper your interaction with your audience and interrupt the flow of your presentation. An alternative approach is to have an assistant manage the slides and carry out your instructions. That way, you would not be needed to be tied to the screen, but passing on the instructions can similarly affect your flow of speech. You can find a way out of this by using a presentation clicker. Equipped with these presentation or PowerPoint clickers, you will be able to roam the room as much as you want and change the slides or point at different sections of the slides at ease.

These clickers are just like remote controls, which will enable you to manage your slides from a distance. The first of these clickers used to come attached with a wire cable, but the current presentation clickers are wireless ones and afford the presenter complete freedom of movement. A modern presentation clicker or pointer works through the laser technology and comes with other useful features as well. One of them is the automatic time manger. With this, you can pre-set time limit for each presentation slide. So that you will get to hear a warning sound when you are halfway through the time mark and again when you have gone beyond it. This is a very useful feature since you will have a set time to deliver your presentation and you will not like to miss presenting any of the valuable information just because you have no more time in hand.

Typically, a presentation clicker will allow you to navigate between slides, control volume, present a blackscreen and manage your time. The most basic of the clickers would allow one to navigate the slides from a distance of a maximum 40 feet, which is enough if you are presenting your speech before an office audience. However, for public representations, which are generally organized in large hall rooms, you may consider having a clicker able to function from a maximum of 100 feet.

Some of the best PowerPoint clickers that are currently available in the market are SP400 Smart-Pointer Wireless Presenter, priced at USD 39.99; Remote Red Laser Wireless PowerPoint Presentation Pointer, priced at USD29.99; Kensington Wireless Presenter with Laser Pointer, priced at USD49.99. For a more sophisticated presentation clicker, you may choose from the range of Crystal Graphics models, starting from USD49, with the high end models costing as much as USD 249.

Negotiation Tips – Apply These Tips on Negotiation and Prosper

I took hours out of my day to share these negotiation tips with you, and I while I hope you appreciate the effort, I hope more that you APPLY these principles and tips on negotiation (just not if you ever negotiate with ME ;) ). Either way… maybe I will just go ahead and save the best few tips on negotiation for myself…But here’s a few of the many great negotiation tips I’ve learned and observed, as well as used and had used on me.

Negotiation Tips

16. He who mentions numbers first loses.

17. After a long negotiation if and when you push too hard and they come back with “At this time we have decided to disengage from any further negotiations with you on this deal”…I learned the hard way that you can ONLY regain the upper hand if you don’t respond at all. At ALL. Don’t do it. Put the phone down. Don’t hit send on that email. Give the stamps a break. Wait. Just let it simmer.

18. Use what negotiation tactics people use on you to get better. For instance, use “At this time we have decided to disengage from any further negotiations with you on this deal”- unless they read this post they won’t no how to deal with it. If they need the deal more than you do, they will acquiesce and come back to the table willing to give you more.

19. Storm out of the room. In a controlled manner. Don’t actually be mad. If you’re mad you’ve lost control. Don’t lose control, just let them know that something was so unacceptable you would rather be gone than consider it.

20. If you slam a shoe down on the table, make sure you’re still wearing two shoes (or it will looked contrived). Yes, that’s a famous negotiation tip and one many will remember being used by the Soviet leader Kruschev on the world stage

21. Don’t try to be someone you’re not. There are different negotiation styles. Find yours by trial and error. Not all of these negotiation tips will be best for you. Some are me, others are not, find what works for you.

22. Team up with someone who complements your negotiating style; they call it good cop bad cop for a reason. Two good cops don’t push hard enough and two bad cops push too hard.

23. Control your body language. This is one of the simplest tips on negotiation to mention, but one of the hardest to explain. And even harder to master. But it’s that much more powerful if you can, because so few can truly do it.

24. Watch their eyes. The eyes are windows to the soul.

25. Learn to use leading questions, that prompt the other person to give the response(s) you’re looking for.

26. Tell them what’s going to happen next: “here’s what we’re going to do…”

27. Understand Ziff’s Principle of Effort (when someone has time invested into a deal in a considerable amount they will work harder- i.e. give more to you– than risk losing the deal)

28. Use the salami technique. Get what you want in small, incremental slices.

29. Be the first to put it on paper. You control the language. It’s what’s on paper that will matter most in the end.

30. If they want to use their contract, let them! We will use my addendums. ADDENDUMS SUPERSEDE THE MAIN AGREEMENT.