Apr 2, 2024
Through real-world examples, he brings to light the essence of property evaluation and getting to the heart of the buyer's motivation. Discover the arsenal of negotiation tactics Gino shares, from the subtle art of the nibble technique to the strategic mask of true intentions, the impactful flinch, principled negotiation, and the pivotal doorknob technique. Beyond tactics, Gino stresses the significance of listening with intent, fostering empathy, and nurturing rapport and trust as the bedrock of meaningful negotiations.
Key Insights:
-
Grasp negotiation as a vital skill with the power to transform outcomes, advisable to be honed from an early age.
-
Explore the SPY framework as your guide through the intricacies of negotiation, emphasizing the seller's viewpoint, property potential, and your strategy.
-
Realize the critical need for a deep dive into the seller's predicaments and aspirations for a win-win scenario.
-
Learn how evaluating the property and decoding the buyer's drive are pivotal in the negotiation chess game.
-
Enhance your negotiation toolkit with techniques like the nibble, masking intentions, the flinch, principled negotiation, and the strategic doorknob close.
-
Understand the irreplaceable value of active listening, empathy, building solid relationships, and trust in achieving negotiation excellence.
Join us as Gino Barbaro leads you through the labyrinth of negotiation, equipping you with the knowledge and skills to navigate your next multifamily deal with confidence and tact.
Chapters
00:00 Introduction and Importance of Negotiation
01:09 The SPY Technique
03:16 Examples of Successful Negotiations
04:15 Evaluating the Property
06:40 Understanding the Buyer's Motivation
07:36 Negotiation Strategies: The Nibble Technique
08:08 Negotiation Strategies: Masking True Intentions
09:05 Negotiation Strategies: The Flinch
10:04 Negotiation Strategies: Principle Negotiation
11:02 Negotiation Strategies: The Doorknob
14:28 Importance of Listening and Empathy
15:25 Building Rapport and Trust