know better than to come in with low or unrealistic offer, and I have often gotten some of my best offers from the agents that appear to be the hardest to work with at first. "Riders" are different in a sense that they are less aggressive with their strategies, and strive to "please" others. While they can effectively represent their client's best interests, surprisingly, they will often be more interested in receiving validation from their peers than they are in getting their client the best deal. I take a more aggressive approach with these agents, and maintain an intentionally visible aura of skepticism with regard to their intentions, which results in them subconsciously feeling like they need to gain approval. Because they are seeking validation along with a successful offer acceptance, they will often advise their clients to revise offers multiple times in an effort to present something that will be viewed positively by their peer, the listing agent. The key to these techniques is being able to execute them with neither category of agent being aware that there is a second, "subconscious negotiation" going on in the background. As you can now see, perception plays a big role in negotiations. If an interested buyer THINKS you have rejected offers that were higher than his/hers, you have the upper hand and s/he may feel pressured to offer more. On the flip side, the buyer may let you know that yours is not the only home s/he’s interested, in order to pressure you to accept that price. The key to being a power negotiator is to stay calm and focused during the process to avoid costly mistakes. Knowing your buyer’s motivation without exposing yours will give you the edge to win, and that is where I come in and do my best to identify it, hopefully giving you the upper hand.
LET TIME BE ON YOUR SIDE
Time pressure, as well as silence, is inescapable in the world of sales, and depending on which side of the sale you’re on, it can be your best friend or your worst enemy. It is present during antique
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