Magazine article Journal of Property Management

Negotiating Tactics

Magazine article Journal of Property Management

Negotiating Tactics

Article excerpt

Tactics are learnable and can be honed by practice. Through practice you will also discover the tactics you are comfortable with. If you are comfortable, you will use the tactic convincingly, leading to a successful conclusion. Just a few tactics to work on include:

*Seize control. By immediately taking control, you can make sure you work through the agenda and retain respect. You can accomplish this by stating, "Let's begin with..."

*Learn names. Always address your opponent with his or her correctly pronounced name.

*Don't let personalities get to you. Remain professional. Attack ideas, not people. When you refer to a position as being arbitrary, baseless, unreasonable, or asinine, you are not attacking issues, you are really attacking people. This is both unprofessional and counterproductive.

If you do lose your equanimity, you should immediately recover with, "Really, it is the issue that is important -- not my unfortunate remark. …

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