In the May issue of Texas REALTOR® magazine, Debbie Remington, broker/owner of Remington Team Realty, makes the case for why tactical empathy is key to successful real estate negotiations.
Instead of ignoring the emotions at play when buying or selling a home, acknowledging them can better serve negotiations, according to Remington. She suggests using what’s known as the LEAPS tools from conflict resolution training to help manage the emotions of a transaction. LEAPS stands for:
Listen – Listen with all your senses and with focus.
Empathize – Truly understand the other person’s position.
Ask to clarify – Ensure a clear understanding.
Paraphrase – Reaffirm your understanding and clarity.
Summarize – Focus and prioritize.
Learn more in the full article from Remington in Texas REALTOR® magazine.