“Birds do it, bees do it, even educated fleas do it…” I’m talking about negotiating, not falling in love. Everyone does it, and we do it all the time—with our partners, our children, our friends, our bosses, our clients, and even with ourselves. Some do it more skillfully than others.
Volumes have been written on the subject, and master classes continue to be offered on negotiating skills and principles. Recently I was reminded of an excellent REBNY NYRS course taught by Dr. Alon Ben-Meir who insisted that brokers consider themselves “not merely as a messenger conveying information from one party to the other, but as an architect with a clear vision of the structure he or she wants to create.”