Persuasion means being capable to convince the others to take the appropriate action. On the other hand, negotiation means being capable of debating on ideas in order to get to a mutual agreement satisfactory for both parties.
Influence becomes the result of the combination of these two!
The manager of the real estate dissuades the members of the real estate team taking the objectives of the company as a necessity, separating them from his personal life in order to get certain and specific results.
On the other hand, when a real estate manager negotiates with the members of his team, he must underline ideas and concepts based always on arguments, seen as evidences of his statements.
In conclusion, the role of real estate manager implies a high capacity on certain abilities which are of great importance for the everyday lives of the professionals of this sector.
The connection between persuasion and the real estate manager.
There are different scenarios in which a real estate manager recurs to persuasion as a tool and he must always attend to certain factors.
He must focus on the necessities of another person without leaving aside the particular necessities of the real estate and separating his personal or professional needs.
This is a very important factor, as it shows the manager´s interest on the others´ opinions. Moreover, constant listening is essential, in order to strengthen the link between the parties.
Combined with an active listening, persuasion can be taken as a proactive behavior of the real estate manager.
In none of the cases, debate means fighting. Debating on ideas is the base of the entire company. Brainstorming is a very effective resource during the weekly real estate meeting, mainly because it is based on the interchanging of ideas and debating on them.
Ideas must be sustained by arguments, as they might become invalid for all the members.
Any statement made by the real estate manager must be compared by any member of the real estate and verified in a clear and transparent way.
If the manager of the real estate cannot sustain his own statements with arguments, he will lose credibility and his organizational figure will be damaged.
Inside the field of Applied Psychology, the correct use of language is essential in many aspects which must become a key factor for the real estate manager.
The language used will determine the immediate results that he will obtain. Moreover, linked to persuasion, language becomes vital.
Any person can learn how to speak; some of them even different languages. But, knowing how to use language in a correct way is a totally different ability.
A real estate manager must always use a positive and effective language. Phrases such as “you are wrong” better be changed with “You are right, but if we try to analyze it from different perspectives…”. There are also other resources for using language which are not positive at all such as “but” which can be changed with “however”.
If the real estate manager disagrees with some ideas or opinions of any of the members of the real estate team, he can use a model such as this one in order to show it in a more positive and effective way:
“I agree with most of your ideas; although, I consider other options. However, your idea looks interesting. Have you tried to analyze it from a different point of view?”
We must never use a negative language and never underestimate the idea of a member of the team. We need to try to leave the path clear for an opinion interchange in a positive way.
Always and never are two words we must not use ever.
A non-verbal communication implies a high percentage inside the global result of the interpersonal communication and the real estate manager must be conscious of this. Gestures and movements of a person will always have an effect on the receiver.
The key is to manage to learn to dominate the verbal communication. For a real estate manager is essential to know that his body language will have a positive or negative effect on the quality of the communication in most of the cases.
We have heard the most known phrase “a gesture can worth more than most of the words”. From a practical point of view, this is true, because a small gesture might cause discomfort to another person. The same happens when a smile properly used resolves the roughness provoked by some ideas in the middle of a debate.
Negotiation and the real estate manager.
Persuasion and negotiation are two elements that are strongly related and a persuasive real estate manager is the one that has a great ability in the sector of negotiations.
The role of the real estate manager implies the power of negotiating in an effective way. Negotiating ideas with the members of the real estate team is part of his functions.
Real estate manager negotiates in order to earn more.
The model of “negotiating in order to earn more” does not apply for a real estate manager. It is actually counter-productive.
This is a model of negotiation that requires attending things from the personal interests excluding the others interests. Persuasion is used in order to convince a member of the real estate team to do a thing, leaving aside your personal interests and necessities.
A real estate manager wins, but the real estate as an organization loses because it becomes weaker.
A real estate manager negotiates with his team.
Negotiating with the team implies attending the necessities of all: those of a real estate manager and those of each member of the real estate team, of course, without leaving aside the necessities of the real estate, both from the organizational level as from the business level.
The target is to get to an agreement that must satisfy the necessities of all parties. Although we might not get to equal percentages of satisfaction, the most important thing is to manage to get all the parties satisfied.
This implies getting to a mutual agreement.
It is necessary to set a confidence frame between the parties.
Each member of the real estate must work in collaboration in order to get to the target.
The assertiveness level is essential. Passivity and aggression are not welcomed.
Each member must analyze the factors from others´ perspectives also.
A real estate negotiating in an effective way.
He uses negotiation as a persuasive tool.
He returns to verbal and non-verbal communication as great tools.
He knows when to make concessions and to whom.
He distinguishes between the necessities and he sets priorities.
He establishes time frames in order to resolve things.
He decides on the course of the actions and he sets agreements.
He archives the process and the final resolution writing them down.
He plans the alternative results in case there is no agreement set.
Real estate manager and the applied persuasion.
A real estate manager persuade to manage in an effective way.
He gets the help of the other members of the real estate.
He underlines on how costs and problems could be minimized.
He manages the objections presented.
He challenges the others´ points of view.
He does not use compulsion.
A real estate manager develops strategies.
He applies different views and strategies in order to gain support for his ideas.
He places examples of his good ideas used in an excellent way under other circumstances.
He knows to make concessions when it´s necessary in order to get to an agreement.
He establishes relations for long term and long lasting links.
He generates positive synergies and he encourages them.
How to use persuasive ideas.
Keep the attention of the others.
Explain benefits with arguments.
Develop an argumentative and well-thought communication line.
Expose your points of view in a clear and precise way.
Understand the worries and the necessities of the persons.
Negative strategies and the real estate manager.
Negation in order to win something (the previous model explained already).
Try to ruin the position of the others.
Do not show respect to the others´ points of view.
Impose your own point of view instead of reasoning with others.
Use compulsion in order to impose yourself.
Persuasion is an ability that the real estate manager must use inside the organizational background of the real estate, attending from the necessities and interests of all parties.