Skilled negotiators have enhanced their powers of observation. Be sure to hone yours! If you are negotiating at the other party’s office or home, look around like you’re a detective. Observe as much detail as possible without appearing to be distracted or aloof. For example, if you see that your opponent has a great many nautical-themed objects in his office, strike up a conversation about boating or sailing. Or perhaps you notice some photographs of children. Having an interesting exchange about your opponent’s children or grandchildren can be a great ice breaker before you dive into the negotiation itself.
Remember, negotiating is about people, not about property. Therefore, it’s important to understand people: how they act and react. Their surroundings give you clues about their values and interests. Take time to notice if your opponent’s desk displays family photos … or not. Notice if the environment itself is neat or messy. Always pay attention to how your opponents behave in their own spaces, and use the information you glean to understand more about them.
For example, if you see lots of photos and symbols of respect, you can assume they act above board and aren’t totally business oriented. If they appear to be neat, you can assume the negotiation will go smoothly, be precise, and be run on time rather than become a drawn-out, touchy feely experience.
If, on the other hand, you see a lot of mess, then you can predict that the negotiation will be freewheeling and disorganized. As a result, you’ll have to be more on the ball and stay on top of the discussions. Most important, don’t lose sight of the reason you’re meeting across the table, and stay focused on reaching a mutually acceptable conclusion.
This is an excerpt from my book Real Estate Dealmaking A Property Investor’s Guide to Negotiating.
