negotiating balance. However, avoid excessive back-and-forth that might kill your sale. DO Maintain Business Professionalism. Cool heads prevail in negotiations. Even when transactions proceed smoothly, stay alert for potential issues. Overconfidence can lead to missed problems or buyer remorse. DO Learn What Motivates the Buyer. Understanding buyer priorities helps structure win-win solutions. Sometimes non- price terms matter more than dollars. Quick closings, included items, or specific contingencies might unlock stuck negotiations. DO Give Information Strategically. Share only what advances your position. With multiple offers, disclose enough to encourage competitive bidding. Strategic information sharing guides negotiations without ssacrificing leverage.
CRITICAL DON'TS
DON'T "Meet in t et in the Middle." Avoid the tendency to split differences evenly. If a buyer offers $350,000 against your $400,000 asking price, do not counter at $375,000. Instead, counter at $420,000, keeping the midpoint at your target. This maintains negotiating room while protecting your position. DON'T Discard Lowball Offers. Low offers are negotiation starting points, not insults. Buyers seeking deals have room to move significantly. Professional responses frequently convert seemingly insulting offers into acceptable contracts. DON'T Be Moved by Awkward Silence. When negotiations stall, resist filling quiet moments. Let buyers or their agents break their silence first. They often improve their positions just to restart the dialogue. Your composure demonstrates strength.
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