Good negotiators go slow! 

In this world of microwaves, drive-through windows and instant everything we seem to be obsessed with speed, getting it done fast and acceleration.  That's counter to the pace of negotiations.

True or False?  
The faster the negotiations progress the more likely someone will end up with a bad deal.

If you selected true, you'd be correct a vast majority of the time.  The only exception is that a fast paced negotiation is best when there are severe time constraints or one party is desperate for a deal.

If you're like me, I hate to have things hanging.  Loose ends bother me.  If it's worth doing, let's do it now.  Are you getting the feeling that I'm heavily influenced by the desire to get it done now?  If you're like me, you need to bring a brakeman into the game.  My personal brakeman is actually my brakewoman….my wife.  We've arranged between ourselves, prior to entering a negotiation, that she'll hit the brakes for me and hold me back so I don't rush into a settlement and leave a better deal on the table.

We've adopted the rule that we never make large purchases during one visit to a store or dealership.  It makes such a positive difference in the negotiations, the bargaining and the trading of concessions.  It comforts me to know when the clerk or sales rep pushes for the close that I can know that nothing's going to happen today.  I've always been able to better my position on the second visit.

If you're an agent negotiating for a client, you can easily assume the role of the brakeman.  Inform your client of your strategy, secure their buy in and watch how s-l-o-w-l-y you can get to that good, no GREAT deal.