services we buy are brand new we just pay the price and don't negotiate. We don't go to Costco and get the checkout and make them an offer, we just accept the price and pay it. The moment something is used we've been taught to negotiate. We feel we are supposed to beat the seller down a little because society, our parents, and friends all have stories of how they got a good deal on a used home, so we feel pressure to do the same. The most interesting thing about this is that it has nothing to do with market value. The truth is if it weren't for what we've been taught most people would just pay the asking price without a negotiation if they liked the house. If this were not true then why is it most homes sell at or above asking price in competing offers? It's important to understand that these filters buyers see your home through can be changed if your agent is good at it. This is a real skill to help the buyers see your home without all the noise inside their heads on what they are supposed to do.
TWO TYPES OF NEGOTIATIONS
1. COLLABORATIVE - These buyers generally make a reasonable offer and hope to settle somewhere in the middle. If the seller is also collaborative the offer process goes fairly quickly and both parties are happy. 2. COMPETITIVE - These buyers have been taught to compete. They may have been taught this from their culture, or family, or maybe they became competitive due to a bad experience they once had either way they've adopted the "I must win attitude". If you get a competitive buyer and a collaborative seller it can be frustrating to the seller. It can feel like the buyer is playing games. A competitive seller and buyer can reach a stalemate very quickly. A skilled negotiator will recognize the personality
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