On the 10th of June 2016, it was back to Morton’s
Steakhouse in Coral Gables for the CCIM Miami-Dade-Monroe District monthly
luncheon.
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| Tom Dixon Addresses CCIM's |
For the third consecutive month there was a sold-out crowd
that included CCIM designees, CCIM candidates, lawyers, investors, sponsors,
and many guests. The special talk of the day was on the Art of Negotiation by
Tom Dixon, from Dixon Commercial Real Estate. He has been a resident of Miami
for more than 40 years. His career began as an appraiser and transitioned into
commercial brokerage and tax assessment. He is a past President of MAR (Miami Association
of Realtors) and on the CIASF Board of Directors.
“The more the back
and forth the stronger it is.”
Tom Dixon
The first stage of negotiation is “Preparation”, where one
must know the difference between position and interest. A position is a specific solution that is not
flexible. An interest is a desire that may be satisfied in several ways.
Mr. Dixon gave the example of an orange. Imagine two buyers who
are looking for an orange. They both need an orange, which is their position. Unfortunately,
there is only one orange, so one party wins and the other party loses.
Not so fast. What if we were to probe for the hidden reason,
their interest, for their respective position? The first buyer needs an orange
because her grandfather is sick and wants to make him orange juice; the second
buyer needs an orange because the zest will give flavor to his cooking; their
position is the same, both need an orange, but their interest is different. Hence,
a creative approach to negotiation can actually produce a win/win situation.
Mr. Dixon went on to name some famous gambits of
negotiation:
- The Flinch: “You are asking for how much?”
- Good Guy/ Bad Guy: “I would like to but they won’t approve.”
- The Krunch: “But can’t you do better?”
- The Bogey: “But this is all I got?”
The second stage of negotiation is “Action”. The strategy
here is to have the other side make the first offer. Start with a high goal
because the higher you aim the better you will come out. Also, remember the
three F’s to avoid disagreement:
1.
Feel: I know how you feel…
2.
Felt: Others have felt the same…
3.
Found: I have found that…
The final stage of negotiation is “Agreement”. In this stage
one must have an agreement in mind and be willing to walk away and walk back. If
a deadlock is reached, one should seek common ground on a personal level and
offer minor concessions; but don’t make a concession without getting something
in return.
“When you give people
what they want, they’ll give you what you want.”
Dr. Chester
L. Karrass
Carlos Rodriguez Jr.
CCIM Candidate and Miami Dade-Monroe Blogger / KW Commercial
References:
CCIM Sponsors:
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| CCIM's at Morton's Steakhouse / Coral Gables |
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| Sandra Goldstein, CCIM Introduces Speaker Jose Fernandez |
