DO maintain a professional attitude: I’ve said it before and I’ll say it again: selling a home is a business transaction, so make sure you maintain/have a business demeanor throughout negotiations. Remind yourself that you want to sell your home for the best price and in the shortest time so you can move forward in the downsizing process. Buyers come in all shapes, sizes, and personalities, but no matter what, stay level-headed and professional. For example, whether the buyer has an inflated ego and seems like a know-it-all, or acts like the sweetest person you’ve ever met, you need to make sure it does not affect you; put your emotions aside so you can stay focused and get the best deal. Now that we’ve looked at what you should do during negotiations, let’s dig into what you shouldn’t. DON’T “meet in the middle”: Even in the simplest of sales transactions, agreeing on a price often includes “meeting in the middle.” This might sound like a good compromise for both parties, but the truth is, it usually only works in one party’s favor. Maximize your negotiating by counteroffering in small increments. DON’T accept lowball offers: Home buyers look for deals. If they see your house as the perfect home, they might try to get a lower- than-market-value price in negotiations. But remember, if buyers honestly like your home best, then why would they pay less for it? Keep focused and negotiate accordingly. DON’T over-share: We’ve talked about this in the section on common mistakes made by sellers during negotiations. Don’t give away information freely. If you reveal more than you should, you could lose the upper hand and have to make more concessions than you planned during negotiations. So be careful what you say.
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