The Art of Negotiating

NegotiationsIn my mind, a successful negotiation is not where one side has pulverized the other. You don’t “win” a negotiation; you get the best possible outcome for your clients while doing the least harm. No one should leave a negotiation angry. After all, Negotiation is an art, not a science. When it comes to negotiating on behalf of my clients, I keep the following in mind:

  • Set the stage: I like a location that’s quiet, neutral, pleasant, and away from distractions and confusion. Itʼs best if everyone turns off their devices, and refrains from calls or texts during negotiations.
  • Be prepared: I never enter without my homework. I verify any outstanding facts before the negotiation begins. (Later fact-finding can cause a negotiation to bog down!)
  • Present a united front: I represent clients and have been hired to act on their wishes. At times I may not agree with their position, but I never share that with the other side. If I feel a clientʼs position is less than optimal, I only discuss it with them in private
  • Leave attitudes at the door: Itʼs very simple… treat everyone in the negotiation with respect, regardless of personal opinions. If anyone disagrees, disagree with the idea, not the person.
  • Watch non-verbal cues and body language: (Sorry, but I canʼt reveal all of my secrets here… suffice it to say I take it all in!)     
  • Hold something in reserve: I discuss concessions with my clients before hand and only offer these concessions when we absolutely need to concede something.
  • I don’t harp about points that don’t matter to my clients: Negotiations should never choke over a minor point. I like to get agreement on major points such as price and terms and put lesser items aside to return to later.
  • Never volunteer too much information: Knowledge is power in a negotiation. Telling the other side any information, however insignificant seeming, could weaken my clientsʼ position. On the other hand, I learn as much about the other side as I can.

If you ever need someone on your side in a real estate negotiation, feel free to contact me directly.

Dave Tipton, Broker ~ Tampa Active Adult Living


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About Dave Tipton

David Tipton was raised in Tampa, FL and has been a Florida licensed real estate broker since 1986. There have been massive changes in the real estate industry during the past 30 years and Dave has those experiences under his belt, which thoroughly prepares him for what ever comes in the future. Dave has become an evangelist for the Tampa Active Adult Lifestyle and loves working with folks of the 55+ age bracket preparing to retire. With a BA degree from the University of South Florida in Tampa he is a Huge Bulls fan, but roots for all the Florida teams that aren't playing the Bulls.
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