Often, you’ll be pressured to reply right away to an offer. Don't fall for it. A good negotiator on the other side will want you to make a mistake by not taking the time to consider all the terms of an offer before responding. Some Buyers are simply impatient, and, if they really like your house, they will want an immediate answer. But do you know what else that means? They are probably willing to pay more for your property. Take the time to think. An agent who is an expert negotiator will pay attention to the pace of negotiations. Sometimes a quick counteroffer is most effective. Sometimes making the buyer uncomfortable by taking longer to respond will work to your advantage. It can take years of practice to master these nuances as they apply to every unique negotiation.
POINTS TO REMEMB O 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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