Negotiation: The Art of Language
By Chris Ryan, Real Estate Business Magazine, September/October 2008
Turn deals from break into make — and increase your take.
The Spanish word for "business" is "negocios" (nay-go-see-ohs). In a word: negotiation. It’s the foundation of any transaction — from the garage-sale toaster to the multimillion-dollar luxury property. No one can do a deal without dealing well with others.
So is it an art? A science? Both?
"It is a science in that there is a structure to negotiations; it is an art in that there is an interpretation in how you go through that structure," says Robert "Wags" Wagner, CRB, CRS, GRI, e-PRO, of Prudential Preferred Realty in Donegal, Pa. Together with his wife, Adrienne ("Abe") Wagner, CRB, CRS, GRI, SRES, he specializes in representing sellers of resort properties, cabins and wooded retreats, estates and large farms in surrounding areas.
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