CHAPTER 13 The Dos and Don'ts of Negotiating
Introduction: Negotiating with Confidence Negotiating the sale of your home doesn’t have to be daunting. It’s about strategy, patience, and knowing when to hold your ground. Before we dive into the dos and don’ts, let me tell you a little secret. Years ago, before real estate became my calling, I was sent to Harvard Business School by a former employer to study contract negotiation and conflict resolution. Add to that my MBA, and you’ve got someone who’s been trained to handle high-stakes conversations like a pro. This training, combined with years of real estate success, has given me a unique edge. I don’t just help you sell your home—I help you navigate the emotional rollercoaster of negotiations, turning potential pitfalls into opportunities. Let’s get to it. DO Let the Buyer Speak First Here’s a golden rule: zip it and wait. The buyer should always go first in negotiations. Why? Because the person who talks first usually loses leverage. Let them make the first offer—it’s their job, after all. Whether it’s real estate or a yard sale, buyers always have a number in mind. If they’re ready to pay $500,000 but you open with $480,000, congratulations—you just left money on the table. Let them come to you with their best shot, and you can counter from a position of strength. DON’T “Meet in t et in the Middle” Compromising sounds noble, but in negotiations, it’s often a shortcut to losing money. For instance, if the buyer offers 64
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