Realize it’s not always about the money. People often think negotiating boils down to simply getting more money. But people you’re negotiating with are sometimes less concerned about the price than they are with other considerations, such as the timing. Ask the other side, “Please tell us what’s important to you.”

Listen to understand. Negotiators often listen to the other side so they can come up with a rebuttal. This comes from the erroneous idea that the goal of negotiating is “We’re going to win and they’re going to lose.” Instead, actively listen to understand your counterpart’s point of view and to find ways you can gain consensus on a common concern. When the other side feels you care about their outcome too, you’re more likely to get a deal that works for you too.

Collaborate, don’t compete. This is an extension of the “listen to understand” idea. Instead of competing with the other side to see who’s the best negotiator, think of yourself as collaborating with them to get both sides on the same page. You’re working together to get a deal that’s good for both sides—a “win-win” situation, if you will.

Wait out awkward pauses. When you ask a difficult question or try to gather information the other side doesn’t want to share, let them feel awkward for a moment. Just sit and listen. It’s amazing how much info someone will tell you because they feel uncomfortable.

Be aware of all the issues. Conversations outside the negotiating process may have occurred between parties on both sides of the deal. Make sure you know about all issues that may have been discussed.

Be certain everything about the deal is understood by all parties. Check all the facts and conditions of the deal to make sure you understand them, then communicate them clearly to all parties on your side of the deal.

Practice. Practice negotiating by doing role-playing sessions with another professional in your field. You’ll both know a range of situations you can encounter, and as you practice, you get more comfortable with saying the right things at the right time.

Take classes and read books. It takes a set of skills to be a good negotiator. Taking negotiating courses and reading books on negotiating will develop your skills—and, most importantly, build your confidence.

The scammers send clients emails posing as their agent or title company. These usually contain specific instructions for the clients to wire their closing funds to a wire transfer number/bank account number belonging to the scammer. The emails can look very authentic, replicating names, titles, addresses, phone numbers, and company logos. The scammer will alter the legitimate source’s email address, making a small change in the domain name, and there may be misspellings in the text and e-signature, and these things can be easily missed.

Cyber security experts say real estate agents, their clients, and associates can reduce the chances of becoming the next wire fraud victims by following these six steps.

Educate clients on the dangers of wire fraud. Explain that wire fraud happens every day and it could happen to them. Tell them to never accept wiring instructions from an agent. Explain that they will receive wiring instructions directly from the closing attorney/title company or lender before closing.

Confirm that the funds transfer is authentic. Clients should never transfer monies between their financial institution and the closing attorney/title company or lender until they verify that the request is genuine in one of the following ways:

• Call the closing attorney/title company or lender on the telephone number the clients had used on all prior calls, as long as it came from a reliable source.
• Call the closing attorney/title company or lender after verifying the telephone number from their official website—NOT from the wiring instruction email.
• Personally visit the office of the closing attorney/title company or lender.

Verify the identity of the financial institution representative wiring the funds. The client should not have any funds wired from their financial institution to a closing attorney/title company or lender until they verify that the correct wiring instructions were received by a verified representative of the financial institution. The best way to do this is to call the financial institution and ask for a written confirmation of the wire transfer request.

Tell clients to never use public Wi-Fi networks to send wiring instructions. These networks lack security, and scammers love to hang out on them.

Have clients inform their financial institution that wiring instructions are not to be changed without their prior written consent. Warn clients to watch for telephone calls from people whose behavior or speech appears questionable. Raise a red flag if there’s any request to change wiring instructions—these are rarely made.

Tell clients to be suspicious of any communication they feel might be irregular. They should IMMEDIATELY contact their financial institution or lender at a phone number they’ve used in all prior calls, and then contact you, their agent, at the number used in all prior calls.