In 1987 a book called The Art of the Deal was published. Part-credited to one Donald J Trump it is estimated to have sold more than a million copies and it held the number one spot on the New York Times Bestseller list for 13 weeks.

What made a book from such a controversial figure so popular? Simply, people were fascinated to learn how to make better business deals. Selling a home is business. So here are five of my key thoughts on the art of the property deal.

  • People are only human

Everyone wants as much as they can get for their property. But let’s face it all potential buyers want to pay as little as possible. For both parties to get what they want ideally they should compromise a little. Each should be nice but firm.

  • Reasonable wins

The key to a successful property deal is not to make unreasonable demands with your price or with an offer or counter-offer. Being reasonable always trumps being unreasonable.

  • Don’t haggle, negotiate

Ill-advised buyers and sellers haggle. Informed buyers and sellers negotiate. Negotiation isn’t just about price.

It can involve fixtures and fittings, furniture and white goods. It might involve access to carry out remedial work before completion, or even renting back the property for a while after completion if necessary.

It is also about timing – discussing exchange and completion dates plays a crucial part of any negotiation.

  • Some principles aren’t worth defending

Principles are all very noble, but sometimes it is best to focus on the desired outcome rather than the cut and thrust of getting there. The aim is to move. If one side decides to be mean and petty that does not mean the other side should be too.

  • Move forward not back

Having made the deal it is usually best to hang on to it. Losing a deal can be costly in money and time.

Also no one likes it when another side reneges on an agreement. It breeds a great deal of ill feeling – sometimes enough to blow a deal.

At the very least it can throw up other difficulties – often with several other parties if there is a chain of inter-related sales.

  • Expect the unexpected

Be prepared for the unexpected. Sometimes a genuine legal, financial or survey issue shows up from nowhere and the deal may have to be adjusted.

This may be unavoidable. Again, reasonable behaviour on all sides can often resolve these irritating difficulties.

  • A good estate agent is your new best friend

Many people think that estate agents simply put properties on the internet and in newspapers and conduct viewings. But that is only the start.

Their real work is in the art of the deal – making sure clients get what they want, when they need it.

It really is better to have a proper estate agent on your side from the start instead of wishing you had one somewhere down the line when it may be too late.