how do you negotiate short sells vs foreclosures

[Brian Campbell]

can you negotiate either or both or none. What I've heard; Short sells are listed by the agent based on comps, you can come in low but the listing agent doesn't have to submit it.

Banked owned, as is, aren't negotiable and usually go for more than listed. The Bank will not listen to your case of the cost of rehab.

I don't believe all this, or else you guys wouldn't be getting any deals, so can someone shed some light on what and how you negotiate under different buying circumstances.

In a real life instance, today, my realator called on a short sell for 75k and the lister said she presented an offer to the bank at 55 and they came back at 68. I was wondering if i should come in at 55k as well, or 56k or 60k....does it do any harm to lowball, will the listing agent just say no way, the bank has said 68 so get close or will they try to convince the bank....make your case for you?

What is the real motivation for the banker in a short sell situation, and in a forclosure situation. Whats the difference in leverage for the buyer?