(This is a series of blogs on how to negotiate successfully and keep emotions to a minimum when buying or selling a house.)

Negotiations are an almost unavoidable part of buying and selling real estate. Some people, (let’s call them “Type A”) love the challenge of negotiations, the back and forth, the conflict and compromise. These are the kind of people who also enjoy buying used cars from Lucky Louie’s Honest Deal Used Car Lot. Other people, (or “Type B”) loath the negotiation battle and will avoid it like a drunken mother-in-law. These people prefer buying their cars on CarMax.com. Whichever you are, if you are buying or selling a house (especially buying a foreclosure or short sale) you will have some negotiating to do.

One problem people face in negotiating is letting their emotions get in the way. Type A’s take up the challenge like Samurai warriors, losing sight of the goal (the house) and instead focus on vanquishing their opponent. This may be great for the ego, but it often costs them the deal because they get so caught up in the minutia of offers and counter offers. They fixate on the fact that their opponent won’t include the pool table, fix a broken window or throw in the curtains. Eventually, the other side gets tired of the chase and takes another, less fractious offer. On the other hand, Type B’s tend to be afraid to press the issue, don’t want to appear greedy, and fail to take advantage of opportunities they may have to get a better deal.

Tip # 1: Talk to Yourself.

My first tip on successful negotiating is to negotiate with yourself first. That is, sit down and decide what you want. What’s the most you want to pay, or the least you’ll take for the property? What repairs or concession would be deal breakers? Then, throughout negotiations, keep talking to yourself as negotiations go back and forth. Continue to evaluate what’s important and what’s not and ignore any antics on the part of the other side.

Next Blog: It’s Only a Dream

For more information, contact Vanessa Saunders .