High stakes negotiation training
blows all away
BY ALEX TILBURY
One of the things our group is famous for is offering its members access to the best in the business from around the world .
The latest speaker on offer in Ray White ’ s Leadership Academy was high powered US professor Dr Victoria Husted Medvec , a world leader in high stakes negotiation .
Some 250 Ray White members , plus our corporate team , were blown away by Dr Medvec ’ s high energy sessions to help them differentiate themselves during negotiations .
Ray White managing director Dan White said it was a natural evolution of the Leadership Academy to hear from Dr Medvec .
“ We believe in providing our leaders with the opportunity to learn from global experts , ensuring we stay at the forefront of our industry ,” Mr White said .
Dr Medvec is a global leader in high stakes negotiation and decision-making who has worked with a significant number of Fortune 100 companies , including Google and Facebook .
“ Ray White members care intensely about their customers and deliver the most to every single customer . Whether it is a $ 1 million deal or a $ 50 million deal , Ray White members want the best for their customers , making every one of their negotiations high stakes and requiring that they use the very best skills to achieve great customer results ,” Dr Medvec said .
She said there were five traps that expert negotiators encounter :
• negotiating the wrong deal
• failing to differentiate yourself
• focusing on a single issue
• failing to establish ambitious goals and using a single offer
“ I think agents must reveal the importance of their capabilities not simply as a linkage but as a network and a provider of information , access to information that is not publicly available , insight , and negotiation strategy to ensure that people continue to see why they want to sell with Ray White and with an agent as opposed to selling with another agent ,” she said .
Dr Medvec ’ s biggest tip for negotiators was to remain calm . “ The reality is that emotions are contagious , it ' s called ‘ emotional contagion ’. Whatever emotion I want to see on the other side is the emotion I should reveal in myself . Emotions are like a mirror ; whatever I show is what I will get back from the other side , so it ' s essential to know the emotion you are displaying is the emotion you will get from the other side ."
Ray White Canberra founder Ben Faulks said the Leadership Academy was one of the reasons he loved being part of the group .
“ One of the best parts of being inside Ray White is the professional development on offer . The family gives us access to great thought leaders and trainers that we can ’ t otherwise reach and it ' s one of the reasons we find such value in our group ,” he said .
Ray White Tugun | Elanora principal John Parkes loved Dr Medvec ’ s high energy session .
“ It ’ s so important to take advantage of these sessions that the family puts on as it takes you away from the business . We are so busy and life can be so hectic so it ’ s important to take a step back and look at your business holistically ,” he said . Ray White Aspley ’ s Roxanne Paterson said that she appreciated Dr Medvec ’ s reminder that ‘ when you start negotiating about price , you are actually negotiating for your competitor ’. “ That stood out for me and by learning to stand on your own two feet you acknowledge why you are so valuable . Nothing changes if nothing changes .”
Ray White Mt Gambier principal Tahlia Gabrielli said her biggest takeaway was to always be well prepared for any negotiation .
“ I think everyone should work out what their differentiators are and clearly identify them . There ’ s honestly been so much I took from Dr Medvec , she was amazing . I love coming to these days . I love networking with Ray White friends and meeting new people , and levelling up my skills to be a better business owner in my market .”
Ray White Ferntree Gully Managing Director Patrick McConnachie said he loved the camaraderie of the Leadership Academy .
“ I come to these events and see the same people and I then follow them personally and professionally . Then I will catch up with them outside these events and stay in touch .
“ I also liked Dr Medvec ’ s tip to ‘ stop being blinded by your own ego ',” he said .
Ray White Wetherill Park director Robert Biasetto also agreed that the elite training sessions on offer was one of the best things about the leading group .
“ I love coming because you are never too old to learn . My biggest takeaway is to use our differentiators . It ’ s something we don ’ t use enough . I will talk to our team about making sure we are using our differentiators in every aspect of our business - market appraisals , recruitment and when negotiating with buyers ,” he said .
4