BOOK REVIEW : Realty Negotiation Tactics Made Clear : “Successful Real Estate Negotiation, Revised Edition” <i> by Peter G. Miller and Douglas M. Bregman (Harper Perennial, New York, 1994: $13, 240 pp.)</i>

Negotiation is critical to real estate success for buyers, sellers and their realty agents. However, except for this book, there is virtually no source to obtain information on realty negotiation tactics.

The authors have created an easy-to-understand book that applies negotiation strategies to everyday real estate situations. The book is filled with examples of the negotiation tactics being explained.

However, the book is not just about negotiation tactics. It’s also filled with practical real estate strategies. For example, the authors explain why the issue of a home’s physical condition is so important when negotiating the sales price and terms. Miller and Bregman share profitable home fix-up tips that not only add value to the home but also strengthen the seller’s negotiation position.

Chapter topics include How the Negotiation System Really Works; Real Estate as a Package Deal; What Is a Contract; Customizing Forms: The Use of Addenda and Contingencies; Three Important Ideas for Real Estate Negotiators; The Wide World of Warranties; Easements, Covenants and Conditions; Pricing and Down Payments; Appraisals and Value; Co-Signers; Deeds; Termites; Deposits; Environmental Issues; Fixtures: What Stays and What Goes; Occupancy Agreements; Damages and Rescission, and Creating a Back-Up Contract.

Who should read this book? Just three categories of real estate people: buyers, sellers and real estate agents. This would make a great textbook for a mini-course on real estate negotiation because it is so complete. But it should also be required reading for home buyers and sellers before they make a purchase offer so they understand how the negotiation process really works. On my scale of one to 10, this book rates a solid gold 10.