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Real estate negotiating is a lot like dancing.
Real estate negotiating is a lot like dancing. Most negotiations follow a very simple Waltz. One two three, one two three, one two three. A buyer makes an offer, a seller counters and a buyer responds. In a waltz, both dancers complement each other as they flow together in a seamless series of movements that create a mutually fulfilling dance. And, then there is the Tango.
The Tango is quite different from the Waltz. If you have ever watched a good Argentinian Tango, there is a great deal of improvisation. The rules are not set in stone. Unlike the fluid movements of the Waltz, in the Tango, there is a conflict in who is leading and who is following. The dancers move back and forth across that imaginary line with a great deal of passion and a little aggression that is really part of the challenge. In the end, cooperation reigns and it is also a mutually fulfilling dance, but it differs from the waltz in that it generates a lot of emotion and intensity. In real estate, those are not words most Realtors want to connect with a deal, but they happen in some negotiations.
Fortunately, real estate negotiating is more likely ... more

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