I reject your premise of "many negotiations are ignored or overlooked".  I don't find that to be even close to true. 

I do find that more often than not most Realtors are unqualified, or poorly educated in how to negotiate, and not open to learning.  They bluster, fumble and bully their way through it.  Not quite the same as ignoring and overlooking, in my mind.

"We take for granted people KNOW how to negotiate."  I do not believe, nor is it my experience that people know how to negotiate. 

Negotiating is a skill.  The more we do it the better we become.  I've been practicing the skill for a long long long time.  

Our experience in negotiations is on of the chief values we bring to our clients. Every transaction is different. Be prepared.

It depends upon what part of the deal we are negotiating, Richie Alan Naggar .

 Are we talking about the sales price?  In a hot market, or a very desirable house that is "correctly" priced, that may be a fixed, unchangeable number.  Sorry, we are not coming down.

Or are we talking about "Seller pays buyer costs" or "Seller will make such and such repairs"?

Or, is it a time negotiation?  "Seller needs X more days to close", or "Buyer needs Y more days for loan approval?"

Or, the Buyer wants to lay claim on Seller's personal property.  "The dining room furniture is included in the sale, so is the boat and trailer parked on the side of the house."

Or, is it a new issue that is becoming common: "Seller to pay Buyer's Broker Commission".

Whatever the item, dollar figure, or time that is being negotiated, you need to follow the advice of Alan May , you (the Agents in the story) need to know HOW to negotiate.

SOME deals are DOA and deserve NOTHING!

One of my favorite OREO asset managers says "No counter, they apparently think we're stupid" LOL 
My response is "We'd love to see a new offer more aligned with seller's price and terms" 

I warn buyers: while you're diddling with comps and your version of a mini-appraisal, LOL someone else wants this property - if you don't that's fine but don't cry when it's gone! 

If seller's gonna be rigid, just come back later and that in itself is negotiating.

Most of our deals require little more than housekeeping to put together . . . but as economies and markets shift, ALL parties need to be realistic about value in real time.

We're about to see more investors whose value is only their own. 

These days, it feels like negotiation is becoming a lost art among agents. For veterans like me, it's a bittersweet win. Sure, it’s a victory for my clients when 80% of the agents I face cave at the first counter, but where’s the fun in that? I thrive on the challenge, but too often, the 'faceoff' turns into a forfeit. Maybe I just miss the thrill of a good back-and-forth!

Richie Alan Naggar

We are constantly negotiating!

A great negotiator is a 2-year-old who wants to delay bedtime.  Listen to their questions. " Can I have a drink of water?  Can I have another hug?" And they do get what they want, and the parents are smiling. That's negotiating! Win-win for both!

There are times for "What part of No don't you understand'"? There are times  when you must "disagree without being disagreeable"! The art of negotiation is knowing which avenue to pursue. My advice is choose wisely. 

This was a great question.  I tend to negotiate a bit differently , depending on each client and their needs, while still staying true to their best interests.  Like Thomas J. Nelson, REALTOR ® CRS,ABR,PSA,RCS-D, ePRO , I miss the give and take a bit also.  

In most transactions I get a sense for how it's going to be before we even begin the transaction and adjust my negotiations accordingly.

Win Win, is always the wisest move, and starts with truly listening to the needs and wants of each side seeking solutions to each person's needs and wants.

Kathleen Daniels, Probate & Trust Specialist your answer nailed it! "Granted, Skill"

Negotiation is indeed a crucial part of the real estate process. When “no” is the initial response, it doesn’t (and shouldn’t) signal the end of the conversation. Instead, it’s merely a place to start. By viewing the word “no” as an opportunity, you open the door for discussion and finding common ground.

Think about how negotiation influences your experience. Engaging in meaningful conversations can lead to win-win situations. Every negotiation involves exploring options, understanding needs, and crafting solutions that satisfy both parties. This approach creates stronger relationships and encourages collaboration.

You might not realize it, but negotiation skills can significantly impact your marketing efforts. Presenting yourself as a negotiator shows clients you are willing to listen and work for them. The outcome becomes not just a transaction, but a partnership built on trust and respect.

Consider how inviting open dialogue can transform the process. Effective negotiation integrates fairness and respect, making all parties feel valued. When you focus on these elements, the end result often exceeds expectations.

Not everyone has the training, understanding, or ability to negotiate. However, negotiation is more than just a tactic. It’s a critical component that can enhance every aspect of real estate interactions. By mastering this art, you set yourself apart and create lasting success in your real estate journey.

Sales and be taught but being a natural salesperson is inherent.

Richie Alan Naggar 

It all depends on the Sellers and Buyers, every transaction is different.

This is absolutely one of my strengths. I LOVE that people see me coming, think I'm a nice, blonde southern gal and they're going to squash me. Oh no, that DOES NOT HAPPEN!!

Negotiation is a lost skill in my mind so, I love that I can market the heck out of my ability to do so!