CHAPTER 12 Negotiating Like a Pro: Strategies f egies for Success or Success
The two major elements of negotiation are motivation and skill. A motivated buyer wants the best deal, and you, the seller, want the best price. A skilled negotiator is an expert at working under the pressures of competition, time, information, and communication.
What Motivates The Seller To Negotiate? - Time on the market
- Relocation, getting married, new job, - Pressures of maintenance and upkeep - Financial stress, already under contract to purchase Selling your home is a very emotional process. To be a strong negotiator, you must avoid emotions to overpower the situation to the point where you settle for a lower price. In a buyer's market, worrying about paying the mortgage while the home sits on the market for months or having to move out of state are prime pressure points for sellers. Maintaining a home in showing condition for months on end can physically wear someone down. For some sellers, finding the right buyer can be mentally and emotionally straining. Knowledgeable buyers will push to the limit to get the price they want. When The Pressure is On When facing an informed buyer, remember that the party with the most options will win the negotiation. The buyer may have researched your home’s history on the market. If you have 61
Powered by FlippingBook