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The Power of a Schmooze

A lot academic attention has been devoted to the impact of rapport building on negotiations. In her journal article Schmooze or Lose, Janice Nadler—Professor of Law at Northwestern University Pritzker School of Law—determined that 5 minutes of schmoozing yielded more cooperation, sharing of information, and trust, and in the process, improved negotiation outcomes.

Her scholarship has profoundly impacted my negotiations, and here are a few tips to supercharge yours:

1. Get to Know the Other Party. As suggested by Janice Nadler’s research, take 5 minutes before every negotiation to chat, get acquainted with the other party, and lay the foundation for a cooperative agreement.

2. Nonverbal Communication. Nonverbal communication is known to account for up to 93% of all meaning. Leverage nonverbal signs of rapport to drive your connection, such as the forward lean, eye contact, smiling, and mirroring.

3. Paraverbal Communication. Employ brief verbal responses like “uh-huh” to further demonstrate understanding, attention, and agreement.

You can maximize your odds of success in negotiations, and I’m here to help. Whether you’re a first-time buyer, motivated seller, seasoned investor, ambitious agent, or anywhere in between, I look forward to working together!

– Leron Grossman, Real Estate Broker & Investment Expert | Office: 215-709-0909

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