CHAPTER 10 Mastering the Art of Negotiation Negotiating your home sale does not have to be intimidating. By understanding how real estate negotiations work and applying proven techniques, you can secure the price and terms you want from buyers. Know More Than Your Buyers The two significant elements of negotiation are motivation and skill. A motivated buyer wants the best deal, while you, the seller, want the best price. A skilled negotiator works effectively under the pressures of competition, time, information, and communication. What Motivates a Seller Several factors can drive a seller's decisions: • Time on the Market: Pressure to sell quickly can influence your strategy. • Relocation Needs: A job transfer or move can create urgency. • Maintenance and Upkeep: The cost and effort of maintaining a home can be draining. • Emotional Stress: Situations like divorce or other life changes add complexity. Selling a home can be stressful, but staying calm and detached during negotiations is essential. Avoid letting emotions dictate your decisions, as this can lead to settling for less than your home’s worth.
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