{"id":10844,"date":"2021-11-06T19:52:45","date_gmt":"2021-11-06T17:52:45","guid":{"rendered":"https:\/\/www.starkrealestate.nl\/?p=10844"},"modified":"2026-05-07T07:33:45","modified_gmt":"2026-05-07T05:33:45","slug":"keys-to-negotiating","status":"publish","type":"post","link":"https:\/\/www.starkrealestate.nl\/nl\/keys-to-negotiating\/","title":{"rendered":"KEYS TO NEGOTIATING"},"content":{"rendered":"
\"\"<\/figure><\/div>\n\n\n\n

SECRETS FOR THE BEST LEVERAGE IN YOUR NEGOTIATIONS<\/h2>\n\n\n\n

Most people never get training in negotiation, yet it is one of the most essential skills in business and in life. We are constantly negotiating \u2013 to get bigger, better deals in our favor. In How I Do Business,<\/strong> I took the years of studying and having direct experience in negotiation and translated it into some base components, breaking down what it takes to become a great negotiator and the pitfalls to avoid. *Even accomplished negotiators can pick up some tips to augment their skills and learn more techniques to take their business to the next level<\/strong>. <\/p>\n\n\n\n

THE PURPOSE OF A NEGOTIATION<\/strong><\/p>\n\n\n\n

Simply, the purpose of a negotiation is to maximize the meeting of your interests. You don\u2019t go into a negotiation to get the least amount that you can, do you? No, you want to get the most amount that you can.<\/p>\n\n\n\n

But here is the paradox: In order to get the most that you can, you must also meet the other person\u2019s interests. For me to get all that I want, I have to give you what you want. This is where it gets tricky. There is a way to get what you want, and give the other person what they want with less struggle. This is power negotiation.<\/p>\n\n\n\n

COMPONENTS OF EVERY NEGOTIATION<\/strong><\/p>\n\n\n\n

First, it\u2019s important to understand the three components of a negotiation:<\/p>\n\n\n\n

  1. Desire: <\/strong>There has to be desire on both parties\u2019 parts to even start negotiating.<\/li>
  2. Agreement<\/strong>: You have to care about the outcome, but you can\u2019t care too much.<\/li>
  3. No fixed rules<\/strong>: There will always be some rules, like if you and I are negotiating for me      to buy your car, we will probably both have our clothes on. Rules like these are understood. But with regard to the value of the car and how we enter into negotiations? There are no fixed rules.<\/li><\/ol>\n\n\n\n

    WHAT HAPPENS IN POWER NEGOTIATION?<\/strong><\/p>\n\n\n\n

    Power negotiation works on some basic rules. First, it\u2019s a game of addition, not<\/em> subtraction. Keys to negotiating it\u2019s a game of problem solving, not<\/em> arguing. Lastly, it\u2019s a game of reformulating and seeing another point of view. So why do so many people find negotiation so challenging? One key concept is the difference between position and interest.<\/p>\n\n\n\n

    THE BASE OF A SUCCESSFUL NEGOTIATION<\/strong><\/p>\n\n\n\n

    Think about a frustrating negotiation you\u2019ve had. It\u2019s probably because you were negotiating about your position vs. their position and it got real competitive. Position-based negotiations go like this: I say something, you dig in and defend your position. So I defend my position. Now our egos get involved and we start worrying about who\u2019s right and who\u2019s wrong. We both take up a position and each say what we will or won\u2019t do. Where can you go from there?<\/p>\n\n\n\n

    Instead of negotiating about your position, you should negotiation from interest<\/strong>. What\u2019s motivating you?<\/em> That\u2019s what really matters. Take these two examples:<\/p>\n\n\n\n

    Example 1: <\/strong>Let\u2019s say I have been dating a woman for 3 or 4 years and I\u2019m very much in love with her. So, I ask her to marry me. Is that a position or an interest?<\/p>\n\n\n\n

    Right now, it\u2019s just a position.<\/p>\n\n\n\n

    But, if then I say, \u201cI want you to marry me to be my life mate, to share my life with, to grow old with.\u201d Or I might say, \u201cI want you to marry me is because I want someone to clean up after me. I want someone to do the dishes. I want someone to be a mother to my children, to cook my meals for me.\u201d Once I say why <\/em>I want her to marry me, she knows my interests and now can make a better decision to get the outcome she desires.<\/p>\n\n\n\n

    Example 2: <\/strong>You\u2019re looking to buy a house<\/strong>, so you call a real estate agent. What would happen if the first thing the agent said was, \u201cDo I have a deal for you! This house just came on the market this morning. It is going to be sold within two days and is such a great deal. We have<\/em> to go look at it right away<\/em>!\u201d<\/p>\n\n\n\n

    That would scare you to death. No real estate agent in their right mind would say that to a client. Or at least, no successful one! Instead, a good agent says something like, \u201cOh, I\u2019m glad you called. Tell me about what you want. Are you just moving to town? Are you familiar with the city? Are you going to work downtown? Are you going to work in the suburbs? How long of a commute is desirable? Do you have children? What price range? How many bedrooms?\u201d<\/p>\n\n\n\n

    Here the broker takes your position \u2014 you want to buy a house <\/strong>\u2014 and immediately starts to find out your interests. The more they know about what you want and need, the better equipped they are to meet your expectations. This is why an excellent agent asks for details beyond desired location and your family size to determine what homes to show you. \u201cA large family room\u201d means different things to different people, so the more specific the description the agent gets, the likelier you are to get the home you want.<\/p>\n\n\n\n

    The next time you go to negotiate, remember it this way: <\/p>\n\n\n\n

    Your positions are your behavior.<\/strong> Your interests are what motivate your behavior.<\/strong> If you\u2019ve had an unsuccessful negotiation, you were probably focused on positions. But enter into a negotiation and focus on what your interests are and what their interests are, you can design a solution that does not require a lot of struggle. Things will go more smoothly and the chances of everyone getting their interests met go up dramatically, resulting in a successful negotiation.<\/p>\n\n\n\n

    About the author:<\/strong><\/em> <\/em><\/p>\n\n\n\n

    American entrepreneur, international speaker and acclaimed author, Keith Cunningham is regarded as one of the foremost authorities on business mastery. With more than 40 years of business and investing experience, Keith has taught critical business skills to thousands of top executives and entrepreneurs around the world.<\/em><\/p>\n\n\n\n

    Keith is the author of <\/em>Keys to the Vault<\/strong><\/em>: Lessons from the Pros on Raising Money and Igniting Your Business. His newest book, <\/em>The Ultimate Blueprint for an Insanely Successful Business,<\/strong><\/em> reveals Keith\u2019s core business principles, including why \u201cgreat operators get tired and how great business owners get rich.\u201d<\/em><\/p>\n\n\n\n

    By special guest author Keith J. Cunningham<\/strong><\/p>\n\n\n\n

    With many thanks,<\/strong><\/p>\n\n\n\n

    Karola Gr\u00fcnenbaum, director Stark Real Estate <\/p>","protected":false},"excerpt":{"rendered":"

    SECRETS FOR THE BEST LEVERAGE IN YOUR NEGOTIATIONS Most people never get training in negotiation, yet it is one of the most essential skills in business and in life. We are constantly negotiating \u2013 to get bigger, better deals in our favor. In How I Do Business, I took the years of studying and having direct experience […]<\/p>","protected":false},"author":11,"featured_media":10845,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[71],"tags":[],"class_list":["post-10844","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-negotiating"],"yoast_head":"\nKEYS TO NEGOTIATING - Stark Real Estate<\/title>\n<meta name=\"robots\" content=\"noindex, follow\" \/>\n<meta property=\"og:locale\" content=\"nl_NL\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"KEYS TO NEGOTIATING - Stark Real Estate\" \/>\n<meta property=\"og:description\" content=\"SECRETS FOR THE BEST LEVERAGE IN YOUR NEGOTIATIONS Most people never get training in negotiation, yet it is one of the most essential skills in business and in life. 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