" Negotiation is half what's on paper and half what is said betwixt offers. Because of this, it's easy to slip into verbal negotiations. Keep each offer in the black and white of paper, but continue to color it in with your spoken words. Use conversation to better understand them and to reinforce you. "

― Peter F. Porcelli Jr. , The Politically Incorrect Real Estate Agent Handbook: A Serious How-to Manual with a Sense of Humor