Negotiating International Transactions

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• Negotiating International Transactions

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• David Segrest, CCIM, CIPS, CEA, RECS
• PO Box 30563
• Charlotte NC 28230 USA
• 704 563 0092 Ext 10
• david_at_segrestrealty.com

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• What is negotiation?

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What types of things do we negotiate?

• As real estate professionals we have three
  different negotiating roles
• 1) Negotiating with clients on our own behalf.
• 2) Negotiating in cooperation with clients in
  accomplishing transactions.
• 3) Negotiating for clients as fiduciaries.

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• Why do negotiations work?

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The classic satisfaction models are

• Win-Win
• I win/ you lose
• I lose/ you win
• Lose-lose
• I win
• Win win or no deal

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Developing a Negotiating Strategy

• Are we negotiating for ourselves, or for a
  principal?
• Mission Purpose
• What is our desired outcome criterion?
• The Budget
• The Agenda.

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• The negotiators most important task is to
  identify the mission and purpose of the
  negotiation

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The Budget

• Time 1
• Energy 2
• Money 3
• Emotion 4
• What are the non-settlement options?

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The Agenda

• Whoever controls the agenda controls the
  negotiation

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• What does non-negotiable mean?

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• Possibilities and Probabilities.

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Profile of People Involved

• Planning for negotiation must be in the world of
  the counterpart

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Profile of people involved

• Cultural issues
• Decision making
• Definition of Truth
• Religious issues
• Language issues
• Personal issues
• Personality types
• Financial issues Implications for achieving
  objectives.

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The Definition of Truth

• Faith
• Fact
• Feeling

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• Negotiating with the right people
• Negotiating with the wrong people

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• Projecting the outcome and developing the game
  plan
• Begin with the end in mind

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• The Negotiating Session(s)
• You dont need to get everything you just need
  to get enough.

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Assuming a position of power

• 1)Never give the impression that you have to do
  the transaction.
• 2) Never give the impression that you cannot give
  the other party what they want.
• 3) Never treat the other party as if they have no
  options, even when they dont.

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Assuming a position of power

• Detach yourself from the results of the
  negotiation
• Know the mission and purpose of the negotiation
• Now forget the outcome

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Building Rapport

• Body Language
• Mirroring
• Pacing
• Flinching
• Eye Contact

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• Strategic moves

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Feel Felt Found

• Seek first to understand, then to be understood.

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Dirty tricks Dont use them.

• Good cop-Bad cop.
• Lies.
• Intimidation.
• Bribery
• Extortion
• Guilt trips
• The doorknob close
• The double doorknob
• The carrot and the stick

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Using questions

• Use interrogatory words not verbs to start
  questions

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• Questions that you cannot ask
• Questions that you must ask
• Getting the other party to ask for what they
  want.
• What if they dont want to tell you?

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Knowing when to quit, when to postpone, when
to give in. (when to hold, when to fold)

• Trial Balloons
• Making concessions
• Accepting concessions
• Assessing the outcome planning the next step

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Confirm Your Gains

• Get your counterpart to accept everything 3 times

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One on One Negotiations
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The Psycho-Analyst