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A Seller negotiates a contract...
Negotiating has been described as a dance.
Two parties each with its own issues and desires…Some
of these are clear and obvious and others are hidden or obscure.
The business of a negotiation is to satisfy the issues of
both parties at the same time…thus the dance.
The Basic steps are:
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Buyer writes
his desires in an offer. |
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Realtor presents
that offer to the seller. |
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Seller writes
his desires in a counter-offer. |
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Buyer writes
a counter…Seller…Buyer…Seller |
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…Until
it's done. |
Just as with dancing, the skill is not in knowing the basic
steps, but how you do them, embellish, follow and lead.
It takes skill to:
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Learn what the
hidden or obscure desires are. |
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Find out what
makes things important. |
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Know the local
market realities and presenting them with skill and consideration. |
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Find alternatives
that will satisfy one person's desires without crushing
the other person's. |
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Craft an arrangement
that satisfies everyone. |
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Once we are successful...we enter escrow.
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