more flexible the seller will be. The same applies to negotiations. The more they stretch out the negotiations, the more likely they’ll get the price they want. Why? Buyers want to become friendly, they want to create trust, and they ultimately want your willingness to agree to their terms. Your advantage is that the relationship is a two-way street and they might not want to walk away empty-handed after gaining your trust. By exercising patience, you can hold your position on terms and price.
KNOWLEDGE IS POWER
Information is crucial to real estate negotiations. The more information the buyer can glean from you, the more pressure he can exert. The more knowledgeable side will overpower the less- informed at the bargaining table. The more insight the buyer has into your motivation to sell, the more powerful he feels in the negotiation.
POINTS TO REMEMB O REMEMBER:
• The more knowledgeable you are about your home, your market, and real estate terminology, the better prepared you’ll be to negotiate with buyers. • Make sure your price is based on solid research. • Be clear about your goals, your motivations, and the concessions you’re willing to offer or accept.
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