Always combat logic with emotion and emotion with logic. If someone comes at you from a place of emotion, acknowledge it and then counter with logic (data, market stats, etc). If someone comes at you logically, acknowledge it and present an emotional side (“I want your clients to make this their home” or “I want you to be the one to sell this property.”) If you remember this, you’ll always come to a win-win!

Tommy Choi
Co-founder Weinberg Choi Residential
Keller Williams Chicago-Lincoln Park, Chicago

“I have two words that create negotiation dynamite: TIP and Tactic. Use Time to your advantage while asking lots of questions to get Information and then have the Patience because collaborative negotiators know that patience without persistence leads to paralysis. And as for Tactic – always know your client’s BATNA (Best Alternative To Negotiated Agreements) and learn how to calculate the ZOPA (Zone Of Possible Agreement) for the buyer and seller.”

Wayne Paprocki
Compass, Northbrook

“I believe my best negotiating tactic is twofold: building a friendly/respectful rapport with cooperating agents and building a relationship of trust with the buyer or seller I represent. This allows for everyone to succeed in the ultimate goal of buying and/or selling a home, fellow agents wanting to work with me in the future and clients that return to me and send their friends and family my way.”

Donna Baker
The DREAM TEAM of RE/MAX Preferred, O’Fallon