(Part 4 in a series of tips on how to negotiate successfully and keep emotions to a minimum when buying or selling a house.)

A lot of people fail to negotiate successfully because they are afraid that if they push an advantage, make a demand or otherwise act like Donald Trump, they will appear to be, well let’s just say it, a jerk. People don’t want to come off as demanding, tyrannical negotiators. After all, down deep everyone wants to be liked and to avoid offending people. That’s what Realtors are for!

 Part of every Realtor’s responsibilities include consulting and assisting their client (buyer OR seller) in negotiations with the other side. They can be as demanding, pushy, intransigent, and just downright stubborn as they need to be in your interests. Have your agent run interference in negotiations where confrontation and frustration might stir up emotions which might doom the deal

 Let your agent execute the most powerful move in negotiating, what’s called “The One Hundred and Eighty Degree Turn.” That’s where you decide the opposition has gone too far, asked for too much and you’re ready to turn on your heel 180-degrees and leave. In those instances, it’s far better for the agent to intercede, saying “My client cannot accept/offer that. If that’s your best offer, we have to end negotiations.” Very often, rather than lose a deal, the opposition will see your Realtor as someone who can intercede for them and bring you back to the table.

 Next Blog: Timing is Everything.

 For more information, contact Vanessa Saunders .