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I am often asked about the process of negotiating short sales. When people ask, they generally think that there is some magic formula or process that is universally followed to get a deal done with the bank. This could not be further from the truth. Here is the key, when conducting any negotiation, you cannot truly win without knowing what is motivating the other side of the negotiation. Furthermore, the motivation of the other party is never obvious.

For example, when two people decide to get divorced, they sometimes need to sell the house that they own together. Invariably, many outsiders will observe, "They need to sell, they are getting divorced." And as a result, buyers and real estate agents automatically assume that the sellers are motivated, due to their situation. In reality, in a divorce the divorcees may not actually be thinking clearly. In many cases, they may do everything in their power possible to stall the sale of their property in order to hurt their ex.

By now, you are probably asking, "What does this have to do with How to Negotiate a Short Sale?" Well, the same theory applies. What motivates a bank to get a deal done depends on the cumulative motivations of the employees that are in the process of the short sale. From the receptionist to the managing decision maker, it is critical to do everything possible to learn as much as possible about each individual motivation to get your deal done. This can be the difference between your deal getting pushed forward, or getting rejected.

Here is a quick example. We were negotiating a short sale about three months ago when we were faced with a situation that defied logic. All parties had agreed to the terms of the short sale and the transaction was ready to close except that the lender needed one more document before closing the transaction. If they did not receive the document by the end of business, then they were going to proceed with foreclosure and cancel the short sale, even if it meant that they would lose money. Well, we were on track to get the document to the bank by the end of business when I received a call from the "case manager". She said, "Hey, if you don't fax me that document in the next five minutes, then this deal is dead." I was very confused. We had until close of business. It was only 3:30 in the afternoon. I asked the "case manager" what was going on and she said that her "shift" was almost over.

I almost blew a gasket. Her shift? The bank was looking to lose tens of thousands of dollars, the seller would be foreclosed on, and the buyer would miss out on a good buy all because her shift was almost over? Before losing my composure, I thought for a minute. What is in it for the case manager? Why would she care if this transaction gets completed or not. So I asked her, "Is your job easier if this deal goes through, or is it easier if it dies?" She said that it was a little easier if it went through, but she just wasn't going to stay late. I asked her if any new shifts were starting or if hers was the last of the day. She said that in fact, a new one was now starting. I asked her if she had anyone coming on duty that could help her out so that her job would be easier. She said, "Great Idea!", and she meant it.

Conversely, some decision makers may be getting graded by their "investors" on how well they mitigate their losses. In these cases, you are still thinking, "What is their motivation?" A common motivation for employees is to "look good" to their boss. In these situations, give the employee the ammunition to look smart to their bosses. Examples would be recent market data showing a declining market or recent information about the area that indicates lower real estate values in the future. Both of these items would show how the bank is mitigating loss, thus making the employee look like a hero. If you satisfy the employees motivation, then your odds of getting your deal done will rise dramatically.

If you like what you read here please find more like it at Foreclosure Listings [http://www.review-realestate.com/foreclosure_listings.html] or at How to Buy a Short Sale [http://www.squidoo.com/howtobuyashortsale].

Kubica Confident Ahead of Montreal Gp

Robert Kubica claimed that the Montreal Grand Prix will give him an opportunity to evaluate how his driving style has adapted. "I am really looking forward to Montreal as it is one of my favorite tracks in the Formula 1 calendar. It means driving with lower downforce for the first time this season,” he said.

“Last year on the Friday I was quite good there. I am looking to repeat that performance and I think our car can perform very well there because of the downforce configuration. It will be interesting to see how I can cope with the Bridgestone tyres compared to the Michelins of last year, and how I have to change my driving style,” Kubica noted.

He added, “I will see how big an influence it was for me to change to the different tyres. Montreal was the track where my driving style of last year gave me an advantage. As I am not driving the same as in 2006 we have to see how it will be this year."

The Polish Formula One racer topped the time-sheets in practice for last season's Montreal GP as his spirited driving style suited the nature of the circuit. The 22-year-old racer has been forced to change the way he drives since F1 moved to a single tyre provider. Even so, Kubica is confident that the BMW will be well-suited to the low downforce configuration required at the Gilles Villeneuve circuit.

"The combination of long straights and chicanes makes Montreal what we call a 'medium downforce' circuit, and we have developed a special aero package that takes this into account. The long straight leading up to the final chicane offers the drivers the best overtaking opportunity if top speed allows, said Willy Rampf, the BMW Sauber’s technical director.

Rampf added, "Montreal is harder on the brakes than any other circuit on the F1 calendar, so maximum brake cooling and high-performance specifications for discs and pads are the order of the day. This is a circuit that punishes even the slightest error, as the crash barriers are largely extremely close to the track and there are not many run-off areas. We were very competitive in Canada last year, and I am extremely confident that we will be able to come away with good results again this year."

Kubica admitted that he is intrigued to know how the changes he made to his driving style over the winter will affect his performance on the track, a circuit he feels he had an advantage on last year. Kubica was BMW Sauber’s third driver at the Canadian Grand Prix last season. He hopes he is able to match the record with his revised style this year. With BMW head gasket, engines, new set of tyres, and aggressive driving, Kubica is expected to make a good record this year.

BMW Sauber’s motorsport boss Mario Theissen said that it is vital that the team improves on that record in this year’s North American double-header if it is to consolidate third place in the constructors’ championship. "Last year, we crossed the Atlantic in fifth place in the standings,” Theissen said. “In 2007 we will be arriving in Canada as the third best team. In 2006 we were only able to take two points away from the pair of races in North America. This is something we are naturally looking to improve on, and we are aiming to collect as many points as possible on the back of our good result in Monaco in order to further strengthen our position in the championship.”

About the Author

Anthony Fontanelle is a 35-year-old automotive.buff who grew up in the Windy City. He does freelance work for an automotive magazine when he is not busy customizing cars in his shop.

How to round a column in excel up or down?

Hey guys, I did a percentage formula recently to lower excel prices by a specific percentage.

But the prices are all whacky, I for example I have a gasket part for my store thats at 36.29 when I lowered by a percent in excel.

But I would like to round it to 39.99, but I have this situation with... 700 parts in one column. So doing by hand will take awhile.

Is there a way to round up?

The other answer so far indicates the full problem you may face but does not discuss it. The way you adjust the price probably changes as the price increases. At some levels you will probably want to round up to the nearest dollar (less a penny in every case), as the price goes up then to the nearest two, five, ten, twenty etc. That is difficult, though not impossible, to create a single formula for that. The biggest problem with such a formula would be verifying it and changing it.

A simpler approach would involve creating a table of price points and using Vlookup to adjust any calculated price to the next higher price point. This would give you complete flexibility in setting your price points at every level. Here is how it would work.

In a separate worksheet (we will use Sheet2 here)

In Cell B1 enter (the header) Price Point
In consecutive cells below B1 enter your price points (e.g. .49, .99, 1.49, 1.99, etc.) in ascending order.

You can enter every one or use formulas to increase your price point by a set amount for a range of values. The object is to create a visible list of every possible price point you might want to retrieve from this table. The last entry will be the highest price point returned. Any calculated price greater than that will be reduced to that amount.

In Cell A1 enter (the header) Calculated Price
In Cell A2 enter -0.01
In Cell A3 enter =B2
Copy cell A3 down as far as there are entries in Column B

Now wherever you want a price point based on a calculated price enter

=VLOOKUP(A1-0.01,Sheet2!A2:B100,2,TRUE) replacing A1 with the name of the cell containing the calculated price.

The original setup may take some time but you will be able to see and easily adjust your price points (if you have used formulas to increase your price points by fifty cents or a dollar over specific ranges it would be very simple to change every thing to end with an 8 instead of a 9).

When you have finished the price point table you should unlock the cells in column B that do not contain formulas (do not unlock the first row) and then protect the worksheet to prevent accidental changes to the table and to help ensure that you enter price point changes in the column titled Price Point.

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NOTE: Significant simplifying changes were made to the above at 9:55 AM central time Sep 5. Please carefully reread if you read this before that time.

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