CHAPTER 13 The Dos and Don'ts of Negotiating
Selling your home is a business transaction. Although it may be a multi-layered process that feels personal, it’s simply a buyer trying to negotiate to purchase a seller’s home. You, as a seller must keep this fact in mind. Opinions, emotions, and ego may attempt to derail your efforts; don’t let them. Unless you negotiate for a living, you cannot comprehend the complexity and pitfalls of the negotiating process. This is another area where real estate agents earn their commission. There is no way that I can pass on even a tiny iota of the subject to you in the space I have in this book, but here are some general guidelines. The more you know about negotiating, the less likely you are to create a needless detour or even derail the deal during the process.
DO LET THE BUYER SPEAK FIRS EAK FIRST
First of all, if you have hired a real estate agent, please don't venture into negotiating. Limiting your conversations with the buyer and their agent is the wisest thing that you can do. However, if you are going it lone, let patience be your guide when dealing with an interested buyer. Don’t be anxious to tell him or her what you’re willing to accept; it may be lower than the buyer was willing to offer! Like any sale transaction, buyers have a price in mind, even if it is a lawn mower at a yard sale. They might be willing to pay $200 for the mower, but when they ask, you say $125. Do not lose the advantage of being able to counteroffer. Let the buyer speak first. That’s why it’s called an offer. It will either be 101
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