negotiations. Also, be nice! Th is rule applies to all types of situations in life, real estate included. No one likes rude people, and if you come across as such, you could o ff end the seller to the point of losing out on the deal. Th ey could decide, based solely on how you represent yourself, to turn down your o ff er, even if it’s a good one. Try not to o ff end your seller during a house visit. For example, discussing necessary renovations and repairs, or the poor taste of the current décor and paint colors, could hurt feelings, if not the entire deal. DO BE WILLING TO COMPROMISE. Having a mindset of compromise — to a certain degree — is a good idea. Consider compromise. Be ready to give away something during the negotiation process. Remember Chapter 4, when we talked about making a list of your needs vs. your wants? Th is is why. While you shouldn’t compromise on your “needs,” you should be willing to make certain concessions, such as items found on your list of wants. DON’T BUDGE ON THE BIG THINGS. Th at being said, your willingness to compromise and make certain concessions shouldn’t involve anything major. Stick to your budget, fir st and foremost. Never put yourself in a position where you’re stuck with a home that you love, but can’t a ff ord. If you make an o ff er that’s not accepted, and you receive a countero ff er that’s out of your price range, talk it over with your agent, and be prepared to walk away if it’s simply not a ff ordable. Th is also applies to your list of needs — do not budge on these big-ticket items. Make sure you and your agent are on the same page. DO FOCUS ON THE MAIN THINGS. Remember the main goal of the negotiations, which is to buy the target home for an amount that you can a ff ord and are willing to pay, and if you get the home for less than you were willing to pay, you have exceeded your goal. It’s important to understand that during negotiations, both the 115
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