Pivoting for The Better

It is a fact of life that things don’t always go according to plan, and often the outcome rests on the ability to read the subtle signs to spot a solution that will benefit both sides in a way that they may not have previously considered. When you can pivot to adjust to those signs more effectively it can put you in a better position than simply charging straight ahead.

I have long observed that seemingly opposing sides often have a shared motivation that can be harnessed to collaborate to help guide things to a more positive direction. And as counterintuitive as it may seem, in my experience it is usually the opposite of forceful negotiation that results in both sides getting a better outcome.

The level of connection between the parties, coupled with an awareness of each person’s experience in the moment can make the subtle difference to move a negotiation or a transaction to a more positive space. These adjustments can be made based on knowledge of prior similar situations and patterns you have observed or on signals that are sent and picked up in the moment.

Take for example my client who is currently in escrow on a property with all contingencies removed while she is away on extended travel. She had made arrangements to close escrow and move into the home immediately upon her return, but in the time since she left we received new information about the property that re-opened her disapproval rights and cast into question whether or not she should proceed with the purchase. 

Being half-way around the world and having limited access to technology rendered her unable to make an informed assessment of the new information, forcing a difficult decision while trying to enjoy her long-awaited dream vacation. Instead, we pivoted and negotiated for her to be able to temporarily move into the home as a tenant, with no obligation to complete the purchase until she has had the chance to do a deep dive on the new information. As a result, she can go about the rest of her travels with the peace of mind of knowing that either way she has a place to come home to.

Similarly, it can make sense to pivot from established protocols when standard lines of communication don’t serve their intended purpose.  Generally, when an agent represents both sides, it serves as a buffer between the parties to help maintain a productive environment for the transaction. However, in some situations, I have found it useful to get everyone to participate in a group discussion to dispel any doubt as to whether their own message was clearly advocated, and the increased transparency can go a long way preserving the goodwill for both sides.

Keeping an open mind and a creative thought process are key elements to navigate towards a better result, and the path to a working solution to problems becomes easier when we are able to gracefully pivot together.