CHAPTER 12 Be a Power Negotiat er Negotiator
BUILDING YOUR STRATEGIC FOUNDATION
Negotiating your sale need not be intimidating. As a professionally trained negotiator, I know how real estate negotiations work and how to employ proven techniques to achieve the price and terms my clients expect. The major elements of successful negotiation are preparation, motivation, and skill.
UNDERSTANDING CORE MOTIVATIONS
What Motivates a Seller?
• Time on the market. • Relocation pressures. • Maintenance, upkeep, and carrying costs. • Financial bottom line. • Emotional and mental stress. What Motivates a Buyer?
• Market conditions and competition. • Property scarcity in desired areas. • Financial environment. • Personal timeline pressures. • Emotional connection to property. Selling your property is a multifaceted process. To be a strong
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