Start With No by Jim Camp begins with a challenging proposition, one that most real estate agents will back off from. The author "explains why win-win is an ineffective, often disastrous strategy" and I'll add that he does so quite effectively.
I read this book with a closed mind and the fixed concept, that in real estate, negotiating to compromise is what gets most sales to the closing table. But soon I was confused. As I moved through the book I started to find nuggets that would be helpful in improving my skills as a negotiator. The final chapter consists of 33 "rules" that one should practice everyday to become and efficient fiduciary for their client.
I know the arguments for the win-win theory of negotiating. I know sales scripts and closing techniques. And yet I knew that some of what I had just read would be very helpful to me.
The only thing I could do was to read the book again, and this time with an open mind. Here a a few pithy statements of mine to help sum up the contents of this amazing book.
- Do not be needy.
- It's okay to be unokay...let the adversary bloom with confidence.
- Yes and Maybe are responses that don't forward the negotiation. No tells you what aspects and conditions need to be discussed and resolved.
- For every negotiation you must have a Mission and a Purpose.
- You can't control the outcome, but you can control your behavior.
- Never close.
- Ask interrogative questions and then listen.
- Know your adversary's pain.
- Know your budget...it's okay to say No.
- Know the adversary's budget.
- Have an agenda before you start any conversation.
Would you like to be a better negotiator? Can you open your mind to something a little different than anything you've heard lately? Jim Camp's book, Start With No, has been an eye-opener for me. Usually I send my just read real estate books out to anyone who asks for them, but this one I want to keep and reread as I try to put into action the 33 rules to become a successful negotiator. It's okay for you to say "No". I'm good with that. Reading this book is not for everyone.
But I would like you to join the Active Rain Book Club and share with us some real estate specific books you've enjoyed lately.