critical information. Again, the more informed you are about the buyer—rather than the other way around—the better positioned you’ll be during the negotiations. DO learn the buyer’s motivation(s): Try to find out why thebuyer is looking for a home. Just as buyers will try to find out more about you, your home, and your reasons for selling, sellers can do the same about buyers. Whatever information you learn, you can use as leverage during negotiations. DO get the last concession: Remaining calm and focused during counteroffers is the key to getting the last concession. By asking the buyer to give something in return every time they come back with another request, you gain the upper hand. DO maintain a professional attitude: I’ve said it before and I’ll say it again: selling a home is a business transaction, so make sure you maintain/have a business demeanor throughout negotiations. Remind yourself that you want to sell your home for the best price and in the shortest time so you can move forward in the downsizing process. Buyers come in all shapes, sizes, and personalities, but no matter what, stay level-headed and professional. For example, whether the buyer has an inflated ego and seems like a know-it-all, or acts like the sweetest person you’ve ever met, you need to make sure it does not affect you; put your emotions aside so you can stay focused and get the best deal. Now that we’ve looked at what you should do during negotiations, let’s dig into what you shouldn’t. DON’T “meet in the middle”: Even in the simplest of sales transactions, agreeing on a price often includes “meeting in the middle.” This might sound like a good compromise for both parties, but the truth is, it usually only works in one party’s
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