Cleaning my desk I found Pitfalls & Possibilities by Lynn Madison 9 pages "NEGOTIATION"
Negotiating Starts before an Offer is Made
What Makes a Good Negotiator?
Prepare Your Clients
Counter in writing
Know the Rules
Standard of Practice 1-6, 1-7, 3-6, 1-13,1-15, 3-4,
Listing Not in MLS
Multiple Offers, What can buyers do? What can you do?
Using an Escalation Clause
Tips on using an escalation clause in you offer
A few final thoughts
Get a copy of Pitfalls & Possibilities the data will help you.