invariably they will ask to know the lowest price you’ll accept or if the price is negotiable. Let them know you haven’t had much time to think about that. In turn, ask what price they had in mind, adding “as long as the offer is negotiable.” Always answer questions thoughtfully without revealing too much. On the other hand, always attempt to get the other party to reveal their thoughts, without being pushy or making them uncomfortable. Get them comfortable and talking. Some real estate agents will want information from the listing agent. If a buyer agent contacts your agent, he might be looking to exchange sensitive information to get the sale. You and your agent should have many discussions on the subject of trust and power negotiating. This is one of the most important times in your adult life to be able to trust. The importance of trust between a seller and his or her agent simply can’t be overstated.
POINTS TO REMEMB O REMEMBER:
• Never let emotions or your personal likes or dislikes of other individuals cloud your judgment or interfere with your negotiating stance. Adopt a business-like demeanor. • Be prepared to answer tough, probing questions, without giving too much away that might provide the buyer with a significant advantage. • Be prepared to reject lowball offers and avoid the temptation to “meet in the middle” when negotiating price.
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