Dealing with the buyers, keep this objective in mind. Answer questions thoughtfully but vaguely, without revealing too much. Managing your responses by asking them questions in return works well in the situations discussed above. Always attempt to get the other party to reveal information about themselves. When I negotiate I always gather as much information as I can about the buyers. Often I can get a keen sense of the buyer's motivation which helps me understand who's more motivated the buyers to buy or the sellers to sell. For example, I once was told by a buyers agent his buyers were first-time homebuyers and they were expecting a baby in 6 months. The new couple wanted to move to this neighborhood to be close to family and this home had the perfect yard and schools for their new family. My sellers were motivated too but when I received that information I used it to stay close to our asking price and the buyers paid it even though their initial offer was low.
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