|
|
|
How To Market Your Home For A Quick Sale and High Price
Marketing can be one of the most frustrating things to do when you are selling your home without a realtor. Here is a quick checklist to help you: 1. After you have prepared your house for sale, Take a fresh look at all the good and bad features...
Negotiating the Purchase of Your Home
Negotiating a successful real estate contract requires
communication skills and the ability to create a environment of
cooperation. Many of our real estate clients have been very
experienced negotiators, and from them we have learned that...
Small Business Q&A: How To Handle Customer Billing Snafus
Q: I just discovered that for the past six months I have been billing a client half of what I should have been. Should I just include the total of the past due balance on his next bill or contact him first to let him know that it's coming? This...
The Truth about Colossus: Are You Just A Magnetic Image?
The Truth about Colossus: Are You Just A Magnetic Image? What is Colossus? Colossus is software licensed to about twenty-five insurance companies to aid in predicting the settlement value of claims. The insurance industry maintains it is a useful...
The Ultimate Short Sale Secret
Buying foreclosures can be extremely profitable for real estate investors. However, most of these homeowners are mortgaged to the hilt. They have no equity, and big loan payments. In fact, many actually owe more than the property is worth! Most...
|
|
| |
|
|
|
|
|
|
Negotiating and Team Building Ideas
Teams are dynamic entities in their own rights. By expanding a
negotiating group, additional talents and perspectives are
introduced. Additional members also increase communication and
focus challenges. This can be beneficial to the process; or
detrimental.
Like all other aspect of negotiations or management, teams need
to be managed.
If you are leading a negotiating team, manage the people on your
team. Especially if they are "professionals". You are
responsible for their preparation, research and the role they
will play. Too often clients delegate the preparation and
research aspects of a settlement conference to their legal
staff. This would be fine if the issues were going to be
resolved by simply applying legal principles. When it comes to
other issues and overall strategy, the responsibility is
ultimately vested solely with the lead negotiator. Insure that
everyone on your team knows their role, is prepared and, most
importantly, that you have set the global strategy for the
session and the parameters for settlement.
If the other side brings in a team of negotiators, you can take
steps to manage their team as well. How do you do this? By
applying small group leadership tactics:
- Welcome them to the negotiation and indicate your appreciation
of what they can lend to reaching an accord.
- Observe the other team's pecking order and note who your prime
opponent defers to, if anyone.
This will tell you who the real
decision maker is.
- Interview each new member of the team as to their role,
qualifications and specific area of expertise.
- State clearly and concisely the objective of the day's
discussions in a fashion to get agreement on what will be
discussed.
- Ferret out areas where the other team members appear to not
agree fully. This is best done by asking one person a specific,
target question while observing another's reaction to the
response. Typically the non-verbal communications will indicate
any discord.
- Ask questions of members on the other team not specified as
experts in the area to see how the team responds and to uncover
latent leaders to be dealt with or possible fissures in their
opinions.
By taking the lead in this regard, you will be establishing your
role as the overall discussion leader. You are setting the
agenda and can direct the course of discussion . Remember,
negotiations is basically small group management. If you can
establish an informal leadership role, you will have much more
control over the outcome of the session.
About the author:
Bill Scarpino is a professional negotiator and restructuring
consultant. He writes about how people negotiate almost everything in their daily
lives from personal issues to business challenges.
|
|
|
|
|
|