buyer offered more money, the second buyer was more appealing, time-wise. If you were under a time constraint, the buyer solved your problem. How did the buyer know about the time constraint? You may have unwittingly disclosed it in an earlier casual conversation when he asked why you were selling.
DO GET THE LAST CONCESSION
Remaining calm and focused during the counteroffers is the key to getting the last concession. By asking the buyer to give something in return every time s/he comes back with another request, s/he will start backing away from making nonessential demands, rather than deal with the same thing coming from you. The less s/he thinks s/he can get, the less s/he will ask for, beyond what s/he really needs. S/he may be afraid you will request a concession that is important to him/her and come to the conclusion that letting you have the last concession will be in his/her own best interests.
DON'T LET THE BUYER FLOOD YOU WITH CONCESSIONS
When a buyer submits an offer to you, unless it is a great one, you will want to bring counteroffers to the table. A different price and/or concessions such as shorter closing dates, terms, modifications of contingencies, incentives, etc., will enter into the picture. When reviewing the offer, carefully note any items that are unacceptable to you. A counteroffer is used, in effect, to accept some (or most) of the terms of the buyer’s latest offer, while modifying other items. Since there is no limit to the number of counteroffers that can be made, make the buyer wait for your response. Your eagerness to respond may be interpreted as desperation on your part, which may in turn give the buyer more leverage.
DO MAINTAIN A BUSINESSLIKE DEMEANOR
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