After attending the Toronto Lawyers Association Awards ceremony last week with my husband, Steve Benmor honouring one of his associate lawyers who received the Emerging Lawyer Award, I’m inspired to write an article about kindness and humanity – the common theme that described all 3 Award winners, The Honourable Gloria Epstein, @Rachel Durcan and our very own Jessica Brant (yeah Jess).
The Graff Girls have exemplified these same values since 1981 (for Cheryl Graff BA BS ED ) and 1995 (for me Samantha Graff Benmor ). Now as The Newly formed The Graff Group with the addition of Sophie Biniaris The Graff Group continues to honour these values.
Listening to these 3 female Award winners (a first for the TLA) speak about what we practice daily in our work, navigating opposing sides with the goal of meeting in the middle, was enlightening, inspiring and validating.
With that inspiration, I (along with the help of our newest associate ChatGPT) wrote this article hoping to make a difference for you and your team.
In the world of negotiations, where contracts are forged and deals are made, there exists a common thread between lawyers and real estate sales representatives: the pursuit of looking good in the eyes of the client. However, this pursuit often leads both parties to don their metaphorical boxing gloves, engaging in a gritty, sometimes contentious battle rather than seeking a harmonious resolution.
At The Graff Group, we believe in a different approach—one that prioritizes kindness and humanity—ultimately leading to the most favourable outcomes for all involved.
In traditional negotiations, the emphasis is often placed on outmaneuvering the other party, leveraging power dynamics, and securing the best possible terms for oneself or one’s client.
Lawyers and real estate agents alike may feel pressure to assert dominance, showcase their expertise, and emerge victorious, often at the expense of collaboration and understanding.
However, at The Graff Group, we recognize that true success lies not in the defeat of the other party (a buyer or a seller) but in the creation of mutually beneficial agreements. By fostering an atmosphere of respect, empathy, and cooperation, we strive to find common ground that honours the interests and concerns of all stakeholders involved.
One of the key similarities between lawyers and real estate sales representatives is the inherent pressure to impress their clients. Whether it’s securing a favourable outcome in a legal case or negotiating the terms of a property sale, both professions rely on client satisfaction for success. This pressure can sometimes manifest as a need to demonstrate toughness or aggression, leading to adversarial interactions that hinder progress rather than facilitate it.
However, at The Graff Group, we believe that authenticity and integrity are the cornerstones of effective negotiation. Rather than resorting to combative tactics, we approach every negotiation with empathy and a genuine desire to find mutually beneficial solutions. By listening attentively to the needs and priorities of all parties involved, we are able to uncover creative solutions that satisfy everyone’s interests while preserving relationships for the long term.
Another commonality between lawyers and realtors is the temptation to prioritize short-term gains over long-term relationships. In the heat of negotiation, it can be easy to lose sight of the bigger picture and focus solely on securing a victory, even if it means burning bridges in the process.
However, at The Graff Group, we understand the importance of cultivating trust and goodwill within our professional networks. By prioritizing kindness and humanity in our interactions, we not only create more harmonious negotiations but also lay the foundation for lasting partnerships and referrals. We believe that treating others with respect and empathy is not only the right thing to do but also the most effective strategy for achieving sustainable success in the long run.
In conclusion, while lawyers and realtors may often find themselves locked in tense negotiations, there is a better way forward—one that prioritizes kindness, humanity, and collaboration over aggression and confrontation.
At The Graff Group, we are committed to reshaping the negotiation landscape, one deal at a time, by placing the needs of our clients and partners at the forefront and striving for win-win outcomes that stand the test of time.
Written by: Samantha Graff Benmor – The Graff Group – Icons of Real Estate
