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The "Negotiator" is a misnomer and is misleading.

"Negotiator" is the term everyone uses to refer to the person at the Seller's mortgage company that the seller or their attorney or realtor deal with at the mortgage company, but really the negotiator's role is just to liaison between the mortgage company's decision-makers, the bank's mortgage insurance company's decision makers and FNMA (Fannie Mae), FHLMC (Freddie Mac) or, if the mortgage was sold off by the bank privately, the bank's investor's decision makers, on the one hand, and the Seller (or his or her agent or attorney) on the other.

There are, at most, three decision makers: committees at (1) the mortgage company, (2) the PMI company and (3) the investment company (sometimes a private company and sometimes Fannie Mae or Freddie Mac).

The negotiator just collects data and documents, organizes it, reviews it to determine whether it meets his or her employers' guidelines for considering short sales and transmits all that information and documentation to the decision makers at his or her company.  Then it goes up and down the corporate ladders at the decision makers and, eventually, the decision is transmitted to us from the "Negotiator".

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