home on your own, you might end up making some grave mistakes in negotiation that could kill the deal or turn it into a loss for you. Therefore, you must be on the lookout for the mistakes you are most likely to make in the process. Lacking confidence during negotiations can ruin a deal. Tenacity and preparation are at the base of a good negotiation. Identify the mutually beneficial terms and expected objections, and react appropriately. Project confidence in the deal and take a stance that appears less defensive to the buyer and more authoritative. Never assume that something is non-negotiable. You will come across enormous opportunities if you decide to embrace the fact that the terms of any deal can always be changed to become favorable. Powerful negotiations can help break the rules. By providing an ethical and mutually acceptable solution, you can win buyers’ trust and agreement. Never enter into negotiation without building a relationship of trust first. Be slow, get to know people and their motives, and gather useful information by interacting with them so that you can use that information in your favor during negotiation. Never fear rejection or the possibility of looking too greedy. You need to substantiate your expectations with a viable argument justifying them, but your needs are what they are. Stick by them. If your offer is rejected, do not take it personally; this is no reflection on you personally, it’s simply business. It is found that on average, people say “no” three times before they say the first “yes.” Never be put down when you hear “no” for the first time. Do not talk more than necessary during negotiation. Often, silence can play a bigger, more valuable role in negotiation than talking too much. You can significantly increase the possibility of selling your home or getting concessions in your favor if you can make effective use of silence, though it might feel awkward at times. • • •
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