Negotiating a deal with "the other side" is a fundamental part of this business. Whether it's the price, the repairs, or any other part of the offer, the process of going back and forth is expected, and for some people, it's the part of the game they like most. But why do some agents and their clients feel like the only way to "win" is by a knock out punch, leaving the other side feeling beat up and bruised?

I guess it's my nature, but in all aspects of life, I'd rather work towards consensus than conflict. I'd rather find that middle ground where both sides, including the agents, come to the closing table feeling like they've gotten a fair deal.

Lately I've been in negotiations where my ability to do my job has been questioned and buyers have asked for far more than I believe they are entitled to, and frankly, I don't like it. No matter what side I'm on, I take my fiduciary responsibility seriously and work hard to get the best deal I can for my client, staying professional and above board along the way. Unfortunately, that isn't the way all agents operate. Recently, a buyers agent actually asked me if I had pulled comps on one of our listings when we priced it. What I wanted to say was "Nope, I just pulled that number right of thin air"...but I didn't. The point is, there's a big difference between stating one's case then backing it up with facts....and questioning someone else's integrity and ability to do their job. And with buyers, here's a news flash....there is a point in the price negotiations where getting a good deal morphs into greed.

Maybe it's just the times we live in. It's a buyers market and those buyers and their agents feel like they have the upper hand...and they use it to try and clobber the seller side.

Luckily, not all deals are like this. We're headed to a closing in a couple of weeks where both sides have bent over backwards to be accommodating. When we all meet at the closing table, there will be friendly hand shakes all around and everyone will leave feeling like got what they wanted. Isn't that really the bottom line?