want to end up settling for a lower price because you let your emotions get the best of you. If you are still in the home and have to maintain it in showing condition for months on end, it can wear you down. If your spouse is still in the home and you have to trust that he/she will keep it in showable condition, allow frequent showings, keep up the yard, etc., you will feel that weighing you down. Finding the right buyer can be mentally and emotionally straining. Knowledgeable buyers can, and often do, push you to the limit to get the price they want, especially if they sense that you are “desperate.”
WHEN THE COMPETITIVE PRESSURE IS ON
When facing an informed buyer, remember that the one with the most options will win the negotiation. The buyer may have researched your home’s history on the market. If you have relocated, s/he may assume you are desperate to sell and willing to take his offer. If s/he’s been told that you are in the middle of a divorce, s/he may try to leverage that fact to get the deal s/he wants. On the flipside, if s/he thought you had three other buyers waving higher offers, s/he would have to raise his/her offer or walk away. Always remember that it takes two to make a deal and trust your gut. Sharpen your senses to know when a buyer does not have other property options. Perception plays a big role in negotiations. If an interested buyer THINKS you have rejected offers that were higher than his/hers, you have the upper hand and s/he may feel pressured to offer more. On the flip side, the buyer may let you know that yours is not the only home s/he’s interested, in order to pressure you to accept that 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 yours will
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