of some of the “dos and don’ts” of negotiating to keep in mind when you get to this stage of the downsizing process: DO let the buyer speak first: If you jump right into the negotiations, you might seem too eager and give the impression of desperation, giving the buyer leverage. Let the buyer speak first, and then be patient. If your response is too quick and overeager, that could also imply desperation. For example, never reveal to the buyer what you’re willing to accept; it might be lower than the buyer was willing to pay, and then you’ll lose out! DO listen: While you’re letting the buyer speak first, be quiet, listen, and pay attention. It helps you to stay focused and to not reveal too much. Plus, a bit of silence can make the buyer feel nervous, and they might want to break it by giving away critical information. Again, the more informed you are about the buyer—rather than the other way around—the better positioned you’ll be during the negotiations. DO learn the buyer’s motivation(s): Try to find out why thebuyer is looking for a home. Just as buyers will try to find out more about you, your home, and your reasons for selling, sellers can do the same about buyers. Whatever information you learn, you can use as leverage during negotiations. DO get the last concession: Remaining calm and focused during counteroffers is the key to getting the last concession. By asking the buyer to give something in return every time they come back with another request, you gain the upper hand. DO maintain a professional attitude: We’ve said it before and we’ll say it again: selling a home is a business transaction, so make sure you maintain/have a business demeanor throughout negotiations. Remind yourself that you want to sell your home for the best price and in the shortest time so you can move forward in the downsizing process. Buyers come in all shapes,
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