Pivot is Our Middle Name

It is a fact of life that things don’t always go according to plan, and quite often the outcome rests on the ability to read the subtle signs to spot the solution that will benefit both sides in a way that steers negotiations in your favor. And when you can pivot to adjust to those signs more effectively it can put you in a better position than simply charging straight ahead.

A successful pivot in negotiations leverages the principle that seemingly opposing sides often have a shared motivation that can be harnessed to collaborate to help guide things to a more positive direction. As counterintuitive as it may seem, it is often the opposite of forceful negotiation that results in both sides getting a better outcome.

The level of connection between the agents in a transaction foments the kinds of discussions that can also help pivot things to effect the subtle difference that is required to save a negotiation or an entire transaction. Sometimes these connections are built on years of mutual interactions, but they can also occur in the moment based on signals that are sent and picked up by each side to help decide the path things are going to take.

I was recently in a multiple offer situation with very little to separate my client from a competing offer of nearly identical terms. The agent was someone I had never met, but we struck up a strong rapport. Late in the process, he called to let me know that the Sellers were going to go with the other offer. Sensing that the acceptance hadn’t been communicated yet, I pivoted and asked if I could put my client on the line to see whether she would be willing to match terms to make the difference. The agent humored us, my client’s response was “of course!” and we modified her offer on the spot to secure the property. 

In a transaction where I represent both sides, it’s generally expected to have the agent remain a buffer between the two sides. However, in certain challenging situations, I have found it useful to pivot and get everyone to participate in a group discussion which highlights the parties’ shared motivation to work things out. This helps dispel any doubt as to whether their own message was clearly advocated, and the increased transparency can go a long way preserving the goodwill in my relationship with both sides.

As my obligations increase, another useful pivot is bringing on team members to share in aspects of a project so I can focus on the core matters that require my direct attention, allowing others to help with things like the property preparations and open houses. Turns out this has raised the level of service given to the client, because other members of the team increased the range of skills and bandwidth that we are able to bring to the project.

Through the increased awareness of our own strengths and limitations that come through the lessons life teaches, with a heightened appreciation for the abilities others around us possess allows for a better result in the end than any of us could ever have achieved on our own. 

And this all becomes possible when we learn how to pivot.