to take any offer. If they’ve been told that you’re in the middle of a divorce, they might try to leverage that fact by playing your emotions to get the desired deal. On the flip side, if he thought you had three other buyers waving higher offers, he would have to raise his offer or walk away. Always remember that it takes two to make a deal, and always trust your gut. Sharpen your senses to know when a buyer doesn’t have other property options. Perception plays a big role in negotiations. If an interested buyer thinks you have rejected offers higher than his, you have the upper hand and he may feel pressured to offer more. On the flip side here, the buyer may let you know that yours is not the only home he’s interested in, in an attempt to pressure you to accept his price. The key to being a power negotiator is to stay calm and focused during the process to avoid costly mistakes. Knowing your buyer’s motivation — without exposing yours (foreclosure) — will give you the edge to win.
LET TIME BE ON YOUR SIDE
Time pressure is inescapable in sales and, depending on which side of the sale you’re on, it can be your best friend or your worst enemy. It’s present during antique auctions, construction job bids, car sales, and even when a child begs a parent for candy at the checkout lane. Time is a powerful tool in negotiations. Real estate agents will tell buyers that they won’t get a good buy unless a seller is under pressure. For this reason, smart home shoppers will want as much information about you, the seller, as they can get. If you’re in foreclosure and need to sell before losing your property, a buyer has the upper hand; however, this is true only if they find out you’re under a time constraint. Buyers look for time- sensitive situations to push their price. Sellers who are behind
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