CHAPTER 11 Negotiating Tips
Negotiating the sale of your home can be intimidating. Th is part of the real estate home sales transaction is among the most important aspects, as it determines the selling price of your home. Both buyer and seller are working to get the best deal and only one can “win.” Th is may also be among the most important professional services that working with a real estate agent o ff ers. However, by learning how real estate negotiations work and how to apply appropriate techniques, you can get the price you want from buyers. KNOWMORE THAN YOUR BUYERS Th e two major elements of negotiation are 1. motivation; and 2. 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 A SELLER?
• Time on the market • Relocation • Pressures of maintenance and upkeep • Emotional and mental stress
Selling your home is a multifaceted process. Th e key to a strong negotiation is keeping your emotions in check. You don’t want to end up settling for a lower price because you let your emotions get the best of you. Worry is a powerful motivator, and if you’re in a 88
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