Home Buying in Massachusetts>Question Details

Bill Kuhlman, Real Estate Pro in Needham, MA

I disagree with the commonly held opinion that all negotiations mean finding a win-win scenario.

Asked by Bill Kuhlman, Needham, MA Tue Jan 20, 2009

I say all real estate agents should focus on the needs of their own clients and shouldn't be concerned with the interests of the other party, except to the extent that they can use those interests to help their client get the best possible terms in a deal.

Surely, pursuing a win-win scenario is very often the best path to get the best terms for your client. What I'm saying, though, is that it is detrimental to your client's interests to give up more than is absolutely necessary in any negotiation. If your client doesn't need to make a concession in order to put together a deal, they shouldn't make it.

I'll go further and say that some agents---in a misguided effort to create a win-win---hurt their clients' interests by recommending they give up more than is necessary in order to close the deal.

What's your opinion?

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Much better the 2nd time :)
0 votes Thank Flag Link Wed Jan 21, 2009
I've figured out another way to state this: I agree that finding a win-win scenario is often a useful tactic. But I think too many agents focus on finding a win-win as the strategy or the goal.
0 votes Thank Flag Link Wed Jan 21, 2009
Perhaps it's the definition of "win-win situation" that requires further investigation. When agents bring buyers and sellers together, hopefully neither the buyers or sellers have a gun held to their heads. No one is forcing them to make offers or concession but as agents of the transaction we strive to work toward a successful conclusion(a sale).

Let's not lose sight that is is the buyer and seller that actually create the "win-win" sinerio...not the agents.
0 votes Thank Flag Link Wed Jan 21, 2009
I think negotiations need tobe custom tailored to the individual situation & set of operational guidelines agreed upon by the client & agent, there are soo many variables. I agree in principal with your belief but it only works when your on the stronger side. Tough to drive a hard bargain when there are limiting factors on the side you represent. Every client deserves a zealous representation but tempered with the informed consent of the client.
Web Reference: http://www.MedfordHouse.com
0 votes Thank Flag Link Tue Jan 20, 2009
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