Buyers who have entered into an agreement with one spouse but learn that the other spouse has vetoed the deal don’t tend to hang around for prolonged negotiations unless the house is one-of-a- kind and their desire to buy it is greater than their inclination to run for the hills. If the buyer’s agent predicts that the split is particularly acrimonious, they could even advise their clients to look elsewhere. This type of problem can be resolved by your attorney, but keep in mind that every time you have to turn to your lawyer to iron out a simple disagreement, your legal fees grow and can become so enormous that by the time the lawyers are paid, there’s not much left from the proceeds of the home to split between the spouses.
KNOWMORE THAN YOUR BUYERS
The two major elements of negotiation are motivation and skill.
• A motivated buyer wants the best deal, and you, the seller, want the best price. • A skilled negotiator is an expert at working under the pressures of competition, time, information, and communication.
WHAT MOTIVATES A SELLER?
• Time on the Market • Relocation • Pressures of Maintenance and Upkeep • Emotional and Mental Stress, Especially During Divorce Selling your home is a multi-faceted process. The key to being a strong negotiator is keeping your emotions in check. You don’t want to end up settling for a lower price because you let your emotions get the best of you. Worry is a powerful motivator, and 85
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