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Negotiation Dictionary
The Negotiation Resource Center
Welcome!
📖 Congratulations on purchasing The Negotiation Playbook! This Resource Center will continue growing with new articles, stories, worksheets, and tools, so be sure to bookmark this page and visit often.
Thank you for purchasing The Negotiation Playbook.
This Resource Center is designed to extend the book beyond its pages. Here you’ll find additional information, expanded definitions, practical articles, downloadable resources, and real-world lessons that continue to grow long after the book was published.
Whether you’re negotiating at an estate sale, buying on Facebook Marketplace, browsing a flea market, selling a vehicle, or simply trying to become a more confident negotiator, you’re in the right place.
Welcome!
The Negotiator’s Dictionary
One of the most popular features of The Negotiation Playbook is Appendix A: The Negotiator’s Dictionary.
The printed book includes 50 essential terms every buyer and seller should know.
Here on the website, we’re expanding that dictionary into an even larger reference library that will continue to grow over time.
Our goal is to build one of the most practical and easy-to-understand negotiation dictionaries available anywhere online.
Each entry includes:
- A plain-English definition
- Why the term matters
- A real-world example
- A practical negotiating tip
- Lessons learned from decades of real-world experience
As new entries are added, you’ll always find the latest version here.
From the Estate Sale Floor
Some of the best negotiation lessons don’t come from classrooms.
They come from real conversations.
Over more than 600 estate sales, I’ve met thousands of buyers and sellers. Some taught me exactly how to negotiate. Others taught me exactly what not to do.
This section shares some of those stories.
They’re sometimes funny.
Sometimes surprising.
Always true.
And each one contains a lesson worth remembering.
(Coming Soon)
Downloadable Resources
As this Resource Center grows, you’ll also find printable tools to help you prepare for your next negotiation.
Planned resources include:
- Negotiation Checklists
- Buyer Preparation Worksheets
- Seller Preparation Worksheets
- Negotiation Planning Forms
- Printable Quick Reference Guides
- Conversation Starters
- Deal Evaluation Worksheets
(Coming Soon)
Negotiation Articles
The world changes.
Markets change.
Buying habits change.
Negotiation itself doesn’t.
This section contains articles that expand on ideas introduced in The Negotiation Playbook, along with new strategies, practical advice, and observations from everyday buying and selling.
Be sure to check back often.
(Coming Soon)
A Few Principles Worth Remembering
Every successful negotiation begins long before anyone discusses price.
Remember these three ideas:
Preparation creates confidence.
The better prepared you are, the more naturally you’ll negotiate.
Knowledge creates leverage.
The person who understands the market usually makes the better decisions.
Patience creates opportunity.
Not every deal is the right deal.
Sometimes the smartest negotiation is the one you’re willing to walk away from.
Stay Connected
If you enjoy practical books that help you build real-world skills, I invite you to join the Texas Birder Press mailing list.
You’ll receive:
- Updates to this Resource Center
- New negotiation articles
- Book announcements
- Free downloadable resources
- Special offers and exclusive content
No spam.
Just practical information designed to help you become a more confident buyer, seller, and negotiator.
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About Michael Mathews
Michael Mathews is an author, professional appraiser, business owner, and lifelong negotiator who has spent more than three decades helping buyers and sellers reach successful agreements.
As the owner of A Golden Estate Sale, he has conducted more than 600 estate sales and negotiated thousands of transactions involving antiques, collectibles, furniture, vehicles, equipment, jewelry, and everyday household treasures. His practical approach combines decades of experience with straightforward advice and a touch of humor, making negotiation less intimidating and far more rewarding.