Negotiating in the New Millennium

It's time to enter the new millennium of negotiation by providing my clients with a few concepts that save time and energy and ultimately remain lifelong "partners."
As a buyer's agent representing my buyers best interest, it's rarely about the drapes or the refridgerator without knowing the reason of their importance.
Negotiation is a process, not an event. Mutual expectations and responsibilities regarding the process should be met.
Price is a strategy, not a goal. Remember that the list price is a recommended stategy to reach a goal of selling a home. Whereas an offer includes a stategy of reaching the goal of buying the property.
Worth and Value are not the same. Worth is subjective. Confidence in a properties value enhances the negotiation process.
The Client has the responsibility to create options. While it is my job to analyze options to allow clients to make educated, informed decisions.
Questioning is actually far more complex then we realize. It is important to understand the motivation of that question. Only begin your questions with "why" if your intent is to get a defensive answer. The perception of objecting locks each party into their position.
Use inclusion language such as "and" rather than "but" to bring parties together more quickly with far less frustration.
Negotiation is rocket science! Never underestimate the power of an effective negotiator.