CHAPTER 12 Be a Power Negotiat er Negotiator
Negotiating your home sale does not have to be intimidating. By learning how real estate negotiations work and how to apply proven techniques, you can get the price you want from the buyers.
4 NEGOTIATION DYNAMICS
High Need - Lower Power Low Need - Higher Power Knowledge - Higher Power More Time - Higher Power Short Time - Lower Power
KNOW MORE THAN YOUR BUYERS
The two major elements of negotiation are motivation and skill.
• The buyer wants the best deal, but you, the seller, want the best price. This is why the negotiations need skill. • A skilled negotiator is an expert at working under the pressures of competition, time, information, and communication.
WHAT MOTIVATES A SELLER? ELLER?
• Time on the Market • Relocating
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