Many book shave been written on this subject, but there are two very important rules of negotiation to know and understand.

The first rule of negotiation is that whoever wants it the most usually loses. Enough said.

The second rule is that sometimes silence is golden. This rule is especially important in that sometimes it is best to say something and then wait for a response in total silence even if the dead air lasts for an uncomfortably long period. Silence is also golden for you, the Loan Officer, as you will be in contact with several parties on any given purchase transaction. Share with them what is essential and legal but do not volunteer any additional information that could be disadvantageous to you or your customers or any other party to the transaction.

As we have discussed before... One of the weapons mentioned in the bible was the jawbone of an ass. While it is no longer a standard weapon of choice for people in the 21st century, the jawbone of an ass can still be a viscous destroyer of Real Estate deals!