CHAPTER 14
The Negotiation Process for Sellers
Negotiating the sale of your home can be intimidating. This part of the real estate home sales transaction is among the most important, as it ultimately determines the selling price of your home. Both buyer and seller are working to get the best deal and usually, only one can “win.” This might also be among the most important professional services offered through working with a real estate agent offers. The two major elements of negotiation are: 1) motivation; and 2) skill. A motivated buyer wants the best deal, and you, the seller, want the best price. If you are faced with the prospect of foreclosure, you are burdened with the added need to sell rapidly. A skilled negotiator is an expert at working under the pressures of competition, time, information, and communication, including everything that goes along with pre-foreclosure.
COMMON SELLER NEGOTIATING MISTAKES
If you’re not trained or experienced in negotiating tactics, or if you are not armed with sufficient knowledge and a winning attitude, you can easily become overwhelmed and end up making too many concessions on terms and price. However, by learning how real estate negotiations work and how to apply appropriate techniques, you can get the price you want from buyers. This chapter focuses on how you can avoid the mistakes sellers frequently make when preparing for and engaging in negotiations
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