CHAPTER 11 Be A Power Negotiat er Negotiator
Negotiating your home sale does not have to be intimidating. By learning how real estate negotiations work and how to apply proven techniques, you are more likely to get the price you want from a buyer. A skilled negotiator is an expert at working under pressure. To be a
strong negotiator, you must not allow emotions to affect you. The key to being a power negotiator is to stay calm and focused during the negotiation process. Worrying about paying the mortgage while their home sits on the market for six months or having to move out of state are emotional pressure points for sellers. Moreover, maintaining a home in showing condition for months on end can emotionally and physically wear a person down. Knowing this, knowledgeable buyers may try to push you to your limit to get the price they want. Try to keep your options open. When facing an informed buyer, remember that the party with the most options will likely prevail. If you have already relocated, the buyer might assume that you are desperate to sell and will try to haggle for a lower price. On the other hand, if the buyer thinks you have three other buyers waving higher offers, he will have to raise his price or walk away. Sharpen your senses to know when a buyer does not have other property options.
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