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Negotiation is like an escalator - both are a series of steps without a neatly defined beginning or end. Each step in the negotiating process begins by gathering information. Your job is to translate this information into action that generates more information, which, in turn, leads to further action. And so it goes, until you sell your house.
You generally start the negotiating process by gathering information about real estate agents to select one to represent you. Next, you decide on an asking price for your house by gathering data on sale prices and asking prices of comparable houses. As you conduct this field research, you also prepare your house for sale by sprucing it up inside and out and by gathering information on its physical condition. This preliminary work sets the stage for the next action step in the negotiating process.
