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Negotiations are so much of what we do in our business. For our buyers, for our sellers, for ourselves. There are many different “strategies”, and like most things in life, no one right way.

Many, many years ago I learned from my dear friend and incredible realtor Jeanne Cooper that often in negotiations “he who speaks first loses”. Meaning that sometimes we can talk our way right out of whatever it was we were trying to negotiate in the first place. Not only that, but listening … really listening … to the needs and concerns of the other person without judgement, or without waiting to reply can provide valuable insight. Make your point, put it out there, and then be quiet. Don’t be tempted to fill the silence. I’ve used this again and again and again and found it to be a strategy that works really well for me.

What is your favorite negotiating strategy?

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