strong negotiation is keeping your emotions in check. You don’t want to end up settling for a lower price because you let your emotions get the best of you. Worry is a powerful motivator. If you’re in a constant state of anxiety about paying rent on the apartment where you’re temporarily living, as well as paying the mortgage on the house you vacated that’s been on the market for six months, you’ll feel the pressure. If you’re still in the home and have to maintain it in showing condition for months on end, it can wear you down. Finding the right buyer can be mentally and emotionally exhausting. Knowledgeable buyers can and often do push you to the limit to get the price they want, especially if they sense that you’re “desperate.” When facing an informed buyer, remember that the party with the most options will win the negotiation. The buyer may have researched your home’s history on the market. If you have relocated, he may assume you’re desperate to sell and willing to take his offer. If he’s been told that you’re in the middle of a divorce, he may try to leverage that fact by playing your emotions to get the deal he wants. On the flip side, if he thought you had three other buyers waving higher offers, he would have to raise his 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. WHEN THE COMPETITIVE PRESSURE IS ON
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