Time is one of the strongest negotiation tools a seller has—yet many homeowners fail to use it wisely. During negotiations, patience creates leverage. Rushing decisions, responding too quickly, or signaling urgency can weaken your position and invite pressure on price or terms. Buyers often test for time sensitivity. They look for signs that a seller needs to move quickly, assuming that urgency equals flexibility. Even if you are downsizing on a specific timeline, there is no benefit in revealing it. A calm, measured pace signals confidence and control. When you allow negotiations to unfold without haste, you retain flexibility and negotiating strength. Time, when managed well, keeps options open and protects your bottom line.
THE DOS AND DON'TS OF NEGOTIATION
During negotiations, there are definitely things you should make a point of doing, and other things you should avoid. Here is a list 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, 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 allowing the buyer to speak first, stay quiet, listen carefully, and pay attention. This helps you remain focused and in control. Strategic silence can also work in your favor, as buyers may feel compelled to fill the gap by sharing more
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