unnecessary aggravation. Your agent can also provide helpful information regarding the seller’s intentions, which the other party won’t disclose to you. Do: Ask questions. Curiosity may have killed the cat, but it won’t kill the negotiations. In fact, a little curiosity is a good thing, and it’s considered a good negotiation strategy to ask questions and be curious. Asking specific, pointed questions about the home, the home’s condition, the seller, the seller’s situation, etc. can actually reveal useful, valuable information from the seller. You might even discover the reasoning behind the sale of the home. This could give you priceless leverage and put you in a position of power at the negotiating table. However, be subtle and calm in your curiosity and questioning. This is related to the point above, about setting aside your emotions and not appearing too desperate. Showing interest is good, yes, but don’t express too much interest. Experts agree that when sellers can tell how badly buyers want the home to become theirs, they won’t accept the buyer’s first offer. Remember, you want your first offer to be the best offer. To avoid a counteroffer, play it cool, keeping your emotions at bay, regardless of how perfect the prospective property is for you. Don’t: Act too aloof. Some people think that by being curious and asking questions, they might seem too “nosy” or invasive, so they don’t bother, but then come off as uninterested in the property. Don’t let this be you! While it’s true that you won’t want to express too much interest, some reasonable interest is necessary. It’s all about balance. You want the seller to know that you’re definitely interested in the home, but also that you’re not desperate for it, and that you’re considering other options (even if the latter isn’t true). Asking questions while showing the right amount of interest in the property will give you leverage in negotiations. Also, be nice! This rule applies to all types of situations in life, 221
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