CHAPTER 17 Cut the Ego, Close the Deal: Give a Little, Get a Lot, and Sta , and Stay Cool y Cool Here’s the truth: If you don’t know how to negotiate, you’re setting yourself up to lose. No one’s coming to save you when the buyer swoops in with a better deal. Negotiation isn’t just about wanting to sell—it’s about how you handle the process.
So, what determines who wins a negotiation?
Motivation – The more desperate you are to sell, the more likely you are to accept less than you should. Skill – If you don’t know how to negotiate, you’ll get outmaneuvered, plain and simple. Ego – Your ego can be your worst enemy. The buyer doesn’t care what you paid for the house, what you think it's worth, or how emotionally tied you are to it. Buyers are going to do what buyers are going to do, and your ego won’t change that. Here’s the thing: negotiation is a give and take. You give a little, you get a little. The goal isn’t to come out on top in every single moment; it’s to make sure the deal works for you in the end. When you’re willing to compromise in the right places, you can often gain more in the long run, whether that’s in saving time, closing a deal quicker, or getting a better final offer. Giving a little doesn’t mean you lose; it means you’re strategic enough to get what you really want.
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