If the house has been listed several times with a stable price, it is a sign the homeowners are taking their time and may be waiting for the highest offer. It is vital to understand that both the buyer and the seller may lose sight of the final goal: to buy and to sell. Sometimes the parties get carried away in a battle of negotiating. Lock your eyes on the ball, but at the same time keep your expectations realistic.
The following tactics will hopefully help you to stay focused.
• Use the Middleman. Your real estate agent should be your middleman to negotiate with your seller’s representative. Using him as a buffer will save you time and aggravation. He may also provide useful information concerning the sellers and their intentions, which the other party will not disclose to you. • Wait for the “Big Boss.” Some third-party person (attorney, lawyer, professional friend of the family) needs to see and evaluate the offer and provide his or her expertise. This is a chance to lower the seller’s counter- offer and keep your position. In addition, you will make the seller wait. This may make the seller believe you are considering other options and make them more amenable to your proposals. • Be Curious. Asking questions may draw valuable information from the seller. It might help uncover the reasoning behind the house’s sale. This could offer valuable leverage, if you do not know it yet. • Consider Compromise. Be ready to give away something during the negotiation. • Focus on the Main Goal. Remember your main goal: to 66
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