Speak with the buyer about their pressures andmotivations, but whatever you do, do not speak to them about your own. Instead, say something along the lines of, “We’re looking to buy a smaller/larger property once our property has been sold.” It’s always a good idea to practice the presentation you plan on giving, as well as getting yourself ready to handle the buyer’s tactics, considering they’re always inevitable. In most cases, you are going to be a lot more prepared than the buyer’s agent, who probably has not done any research on your specific property. Therefore, he or she will try to go with weak generalities, while you have the specifics. Always remember that you need to be prepared to walk away. You are the boss in this situation; you are the one selling your home, and the final say is always yours. If the offer is unacceptable and they refuse to budge, it’s their loss, not yours. You can always find another buyer. Buyer’s Negotiation Tactics—Be Ready for Them! This phase is inevitable, and it will drive you up the wall. You’re going to need to be ready to deal with it as politely and as calmly as you can. Smile, speak slowly, and have a sense of humor. You’re going to need it. Look out for the following tactics, and make sure you’re ready for them: + + The Higher Authority Negotiator —This tactic includes bringing in a third party to review the contract or see the home and put their two cents in. + + Nibblers (Non-StopNegotiators) —The best way to avoid this type is to clearly document and spell out every fine detail in writing, then hold your ground and never fold on anything. + + Bad/Good Guy —The best way to avoid this situation is to set one appointment for both sides, and don’t negotiate anything until all parties are present so you’re not hit from both sides at opposite times. + + TheTrial Balloon —This typewill try to assess your positionwithout any clues or reason, so combat them with questions, such as, “If I were to finance the house myself, what offer would you make me?”
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