CHAPTER 12 Be A Power Negotiat er Negotiator
Negotiating your home sale should be intimidating if you do not negotiate for a living. The world of negotiating is complex and full of pitfalls. But, by learning how real estate negotiations work and how to apply proven techniques, you can become a bit more familiar with the process, but nothing beats leaving the
negotiations to the real estate professional who does it on a daily basis. There is absolutely no way that I can explain all that I know about negotiations in the constraints of this book, but here are some basic principals.
KNOW MORE THAN YOUR BUYERS
The two major elements of negotiation are motivation and skill.
• A motivated buyer wants the best deal, and you, the seller, want the best price. • A skilled negotiator is an expert at working under the pressures of competition, time, information, and communication.
WHAT MOTIVATES A SELLER
• Time on the market
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