space and an objective third party will lead to more effective decision making. POINTS TO REMEMBER: • Try to discover the buyer’s motivation, while not talking too much about your motivation to sell. • Never automatically meet in the middle. • Don’t let your ego interfere with negotiating. • Lowball and take-it-or-leave-it offers are rarely firm and often can be negotiated upward. • Don’t be pressured into hasty decisions and counters.
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