CHAPTER 12 The Dos and Don'ts of Negotiating
The more you know about negotiating, the less likely you are to be disappointed with the results. Remind yourself that you want to sell your home for the best price and in the shortest time. Opinions, emotions, and ego can derail your efforts; do not let them.
DO MAINTAIN A BUSINESS DEMEANOR
Seller/buyer relationships come in all shapes and sizes, but no matter what ensues, selling your home remains a business transaction. As a seller, you must always keep this fact in mind. Home selling has a way of sneaking into one’s emotions and triggering counterproductive responses. For example, if the buyer has an inflated ego and acts like a know-it-all, you need to make sure it does not affect you. On the flip side, if the buyer comes off as the sweetest, kindest (but somewhat financially challenged) person you have ever met, do not let any empathetic feelings dissuade you from your goal of getting a fair market price for your home. Stay on your toes, even if the transaction is moving along quickly and effortlessly. Sometimes that is an indication the buyers might back out of the deal. There needs to be a certain level of interactive exchange between both parties to keep the buyer from jumping ship. Also, if things go too smoothly, you might feel 61
Powered by FlippingBook