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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