How to Negotiate a Sale With Tactical Empathy

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.

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