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:

		Buyer writes his desires in an offer.
		Realtor presents that offer to the seller.
		Seller writes his desires in a counter-offer.
		Buyer writes a counter…Seller…Buyer…Seller
		…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:

		Learn what the hidden or obscure desires are.
		Find out what makes things important.
		Know the local market realities and presenting them with skill and consideration.
		Find alternatives that will satisfy one person's desires without crushing the other person's.
		Craft an arrangement that satisfies everyone.

Once we are successful, we enter the Escrow.