might try to leverage that fact by playing to your emotions to get the deal they want. On the flipside, if the buyer thought you had three other buyers waving higher offers, they would have to raise the offer, or walk away. Always remember that it takes two to make a deal, and always trust your gut. Sharpen your senses to know when a buyer doesn’t have other property options. Perception plays a big role in negotiations! If an interested buyer thinks you have rejected offers higher than his, you have the upper hand, and he might feel pressured to offer more. It’s also possible that the buyer will let you know that yours is not the only home in which they’re interested to pressure you to accept their asking price. The key to being a power negotiator is to stay calm and focused during the process to avoid costly mistakes. Knowing your buyer’s motivation — without exposing your own — will give you the edge to win.
Let Time Be on Your Side
Time pressure is inescapable in sales. Depending on which side of the sale you’re on, it can be your best friend or your worst enemy. It’s present during antique auctions, construction job bids, car sales, and even when a child begs a parent for candy at the checkout lane. Time is a powerful tool in negotiations. Buyers may come to you and ask questions to find out if any time-sensitive situations apply. Your eagerness to please them might be construed as desperation.
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