Negotiation in real estate is a long process, full of surprises in its whirlwind so stunning but at the same time so dark. Your psychic mentality must keep and endure as long as the process goes as smoothly as possible. There is nothing worse than investing your time and energy thinking that agreement will be very simple and quick. It becomes even more frustrating when at the end of the failed process you realise that the problem lies in the flexibility you offer, in the relationship you create, the buyer will not rise to his offer and the seller does not move towards his value. There is nothing more chaotic than now, it seems like you can’t do anything, you are just useless in this process. I call this moment “Standoff”. The stalemate on this road is dark and chaotic, it is where possible agreements plunge deep into the ocean. Agents may lose potential customers and customers may lose their dream home.
But this path does not mean that it is without a way out, there is a solution and the solution is the practice intertwined with the experience seasoned in such cases, which leads to an unblocking. Negotiation has nothing to do with forcing people to see things your way and do whatever you want them to do. Talk, focus and perceive the situation leading to what your customers are looking for. I have encountered many “unfinished roads” but I have always looked at the light on that unfinished road, and I never thought I was useless in this process but I thought I was the solution, I am the gateway to this the process, (another day I will write an article about my personal experiences of the “headless road” type)
Never forget that you are working with people, you are not working with apartments and land – you are working with human complexity. It is not always the numbers that make him happy, push the numbers aside and focus on him, the most special creature on the planet. He is coming to that table with different experiences, emotions, failures, paranoia and expectations. What motivates them? What drives them to this act?
Coping with the headless situation is divided into three stages: Price and price only, Pressure, Stability.
– Price and only Price,
A while ago I told you to postpone the numbers aside and focus on him, why?
Because in this process someone will lose and win, this is indisputable, the question is can you minimize in the minimum values this loss or victory?
It is necessary to understand what price the buyer and the seller represent, both parties have their problems, outstanding loans, business and family problems, etc. The price set for both parties will be the price that represents them in this process, and this is achieved by you and not by them.
– Pressure
No one will be lost in this process and that is clear. Pressure is what will bring them to the ground, the wide range of your information to the market and their penetration into their human consciousness will affect possible confusion, this is the culmination of mediation, pressure can and will lead to a possible catastrophe. this process but can also orient it towards an agreement offered. Delicacy in this process is at the highest possible level. The buyer must buy it as soon as possible before the buyer is high and the seller must systematically recall the current market situation, sales references and the unpredictable direction that the market can take.
– Stability
This is the moment when the market statistics bombard the seller, it is when you constantly remind him of the current situation, let the information sink deep into his mind. Recall the positives of this agreement, buyers should be reminded that this is the investment and choice of what has required so far as well as vice versa.
Mediation is a long process, and full of different situations, the mediator should be a package that offers liquidity in the process and not a rotten pig.
You will soon realise that this “Standoff” is just one part of this negotiation. Mediation is an art, it is a craft that not everyone is lucky enough to learn, control and use. It is that you can urinate and anticipate the process, leaving the pain and frustration of dead deals behind you forever.
Ardi Ymaj
realestatecompany
Ardiprofiles
Ndermjetesimi eshte nje process I gjate, I mbushur me te papritura ne vorbullen e saj aq mahinitese por ne te njejten kohe aq e erret. Mentaliteti yt psiqik duhet te mbaje dhe te duroje sa me shume qe procesi te shkoj sa me qete. Nuk ka asgje me te keqe sesa te investosh kohen dhe energjine tende duke menduar se ajo marreveshje do jete shume e thjeshte dhe e shpejte. Zhgenjyese behet akoma me shume kur ne fund te procesit te deshtuar do kuptonit qe problemi qendronte ne fleksibilitetin qe ofruat, ne marredhenien qe krijuat, bleresi nuk do ngrihet ne oferten e tij dhe shitesi nuk levize ndaj vleres se tij. Ska gje me kaotike sesa tani, te duket sikur nuk ben dot gje, je thjesht I padobishem ne kete process. Kete moment une e quaj “ Rruge Pa Krye”. Ngecja ne kete rruge eshte e erret dhe kaotike, eshte aty ku marreveshjet e mundshme zhyten thelle drejt oqeanit. Agjentet mund te humbasin klient potenciale dhe klientet mund te humbasin shtepine e tyre te endrrave.
Por kjo rruge sdo te thote qe eshte pa dalje, ka nje zgjidhje dhe zgjidhja eshte praktika e gershetuar me eksperiencen e kalitur ne te tilla raste, qe e cojne drejt nje zhbllokimi. Te ndermjetesosh nuk ka te beje me detyrimin e njerzve te shohin gjerat ne menyren tuaj dhe te bejne gjithcka qe deshironi jut e beni. Bisedimi, perqendrimi dhe perceptimi situates te cojne drejt asaj qe klientet tuaj kerkojne. Jam perballur me shume ‘’ rruge pa krye ‘’ por gjithmone kam shikuar driten ne ate rruge pa krye, dhe asnjehere skam menduar qe jam une I padobishmi ne kete process por kam menduar qe une jam zgjidhja, une jam porta hyrese dhe mbyllese e ketij procesi, ( nje dite tjeter do shkruaj nje artikull ne lidhje me eksperiencat e mia personale te tipit “rruge pa krye”)
Asnjehere mos harroni qe jeni duke punuar me njerezit, ju nuk jeni duke punuar me apartamente dhe toka – ju jeni duke punuar me kompleksitetin njerezor. Jo gjithmone jane numrat ato qe e bejne ate te lumtur, shtyjini numrat menjane dhe perqendrohuni tek ai, krijesa me e vecante ne planet. Ai po vjen ne ate tryeze me pervoja, emocione, deshtime, paranoja dhe pritshmeri te ndryshme. Cfar I motivon ata? Cfar I shtyn ata drejt ketij akti?
Perballja e situates pa krye ndahet ne tre faza : Cmim dhe vetem cmimi, Presioni, Qendrueshmeria.
Pak me pare ju thashe qe te shtyni numrat menjane dhe perqendrohuni tek ai, pse?
Sepse ne kete proces dikush do humbe dhe do fitoje, kjo eshte e padiskutueshme, ceshtja eshte a mundeni ta minimizoni ne vlerat me minimale kete humbje ose fitore?
Duhet kuptuar se cfar cmimi perfaqeson bleresi dhe shitesi, te dy palet kane problemet e tyre, kreditime te pashlyera, probleme biznesi dhe familjare, etj. Cmimi I caktuar per dy palet do jete ai cmim qe I perfaqeson ne kete proces, dhe kjo arrihet nga ty dhe jo nga ata.
Askush nuk do te humbas ne kete process dhe kjo eshte e qarte. Presioni eshte ai qe do I sjelle me kembe ne toke, gama e gjere e informacioneve tuaja ndaj tregut dhe depertimi tyre ne koshiencen e tyre njerezore do ndikoje ne zhbollikim te mundshem, ky eshte kulmi ndermjetesimit, presioni mund dhe ta coj drejt nje katastrofe te mundshme kete process por mund dhe ta orientoje drejt nje marrveshjes se ofruar. Delikatesa ne kete proces eshte ne nivelin me te larte te mundshem. Bleresi duhet ta bleje sa me shpejt para se kerkersa te jete e larte dhe shitesi duhet sistematikisht ti rikujtohet situata aktuale e tregut, referencat e shitjes dhe drejtimi I paparashikueshem qe mund te marr tregu.
Ky eshte momenti bombardimit te statistikave te tregut ndaj shitesit, eshte kur I rikujtoni vazhdimisht situaten aktuale, leri informcionet ti zhyten thelle ne mendjen e tij. Rikujtojini pozitivitetet e kesaj marreveshje, bleresit duhet ti rikujtohet qe ky eshte investimi dhe zgjedhja e asaj qe ka kerkuar deri tani sikurse dhe anasjelltas.
Ndermjetesimi eshte nje proces I gjate, dhe I mbushur me situata nga me te ndryshmet, ndermjetesuesi duhet te jete nje pakete qe ofron likuiditet ne proces dhe jo nje derrase e kalbet.
Se shpejti do kuptoni qe kjo “ rruge pa krye “ eshte thjesht vetem nje pjese e kesaj negociate. Ndermjetesimi eshte nje art, eshte nje zanat qe jo cdo kush ka fatin ta mesoje, ta kontrolloje dhe ta perdore. Eshte qe mund ta urzurponi dhe ta parashikoni procesin, duke lene dhimbjen dhe zhgenjimin e marreveshjeve te vdekura mbrapa jush pergjithmone.
Ardi Ymaj
