It's time to get serious about our role as facilitator and trusted adviser and negotiator for our clients interest, but sometimes we play these roles at the wrong time and on the wrong people. I've heard it said more than I can recount "Oh, my client would never go for that..." or "My client won't accept anything under asking price..." The problem with these is they came at the wrong time, before they have even discussed the issue with the Buyer or Seller.
Let's stop trying to intimidate each other and use our super powers for good...the good of the Buyer or Seller.
Be invisible in the process; when a low offer comes in thank the agent and then work privately and out of sight of the other side to press your case for the Seller to stand firm (if that's what you believe and can justify) and help them vigorously negotiate a better price or terms. Then when you go back you can clearly say that "the Seller wants this" or "the Seller wants that." If we keep ourselves out of the visible battle we can more effectively advocate and counsel the Buyers and Sellers. I can't tell you how many times I've heard "My Seller will never agree to that..." only to have the agent come back to me and say "Wow, I can't believe they did that." Keep those thoughts on the inside because your super powers don't have any effect on me; I'm just the messenger of what the client wants to ask for.
There's a lot of great negotiating tips and training out there, this is just a little peek into a philosophy I was taught years ago.
What's your Super Power?