Summary: Dominique Grubisa – Negotiation Strategies Hi this is Dominique Grubisa. Often when a negotiating property deals and other things in life, we think of ourselves and I see so many people stuff up by putting themselves first. Think about yourself, think about what you want, think about your numbers, your strategy, all of that make notes and do research but do that in your own time. That’s like your war plan, you do that behind the scenes. Then when it’s game on, you come out with your game face on, big smile on your face and you talk about the other side and what they want, and their needs and your concern. I’ll show you how this plays out. I so often get people saying to me: “I want a money partner. I’m looking for a money partner, I need this, I need that. I need all these things.” Or, they might say: “I need a six month settlement because of this” or “I need to pay this much for a property because that’s all I have,” or whatever the case may be. That’s great, whatever you need is your business, get that clear in your head. When you come out to the other side, you don’t talk about you, you talk about them. What do you need, what do you want? then, you look like you’re giving it to them, you’re working as a team. So when you have their needs on board, you can work out behind the scenes to what your needs are and put the two together. So if you’re looking for an investor, you need to have the example I just gave instead of saying: “I need X dollars, I need this, and I need that …” think about them. They’re going to want to know: “Okay! What’s my return? What’s my profit? How much do I have to put in? How long for?” Think of them, use the word “you” a lot. Obama, he started this in all his speeches. They said he’s so compelling, because he uses “you.” It’s about you, and this is for you. They in-fact counted the number of times he said “you.” So, always think of the other side. And think of it from their point of view, with your agenda going on behind the scenes. Same when you’re looking for an agent. People going to agents and they say: “I need a property with this price range, with this many bedrooms, blah blah blah…” What’s it to the agent do? His business is selling properties. So, go in and say: “I’m interested in this property.” Have a look at the property, even if you’re not really interested. That’s the way you build rapport. The agent is thinking: “there’s something in it for me.” Then, you might say: “Look, this isn’t really right. Do you have anything more like this? I’m a cash buyer.” Their going to want to know that you have money. Always think with the other side in mind and you won’t go wrong.
