CHAPTER 17 Why Every Billionair ery Billionaire Home Sells
When it comes to selling your home, negotiating effectively can make all the difference. The unfortunate truth is that many buyers are skilled negotiators, and if you’re not prepared, you could leave significant money on the table. The good news? Negotiation isn’t just about natural talent—it’s about preparation and strategy. By understanding what drives negotiation outcomes, even an average negotiator can level the playing field and protect their interests.
The Two Key Factors in Negotiation
Every negotiation hinges on two primary factors:
1. Motivation: The degree to which each party wants or needs to make the deal. 2. Skill: The ability to gather information, remain composed, and use strategies to influence the outcome.
As Common Scenario: Motivated Seller Meets Skilled Buyer
Imagine this all-too-common story: A seller has had their home on the market for eight months. They’ve already relocated to a new city, and the stress of managing an unsold property is wearing on them. The upkeep, the bills, and the mental toll have left them drained. At work, they’re overwhelmed, and the thought of dealing with another problem feels unbearable. This seller is highly motivated to close the deal.
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