CHAPTER 15 The Dos and Don'ts of Negotiation
Simply put, selling your home is a business transaction. Although it is a multi-tiered process, it is still a buyer negotiating to purchase a seller’s home, for an agreed-upon price. You, as a seller, must keep this in mind. Opinions, emotions, and egos — on your part, the buyer’s part, or either agent's part — could derail your efforts, so don’t be the transgressor. One of the most difficult aspects of working with clients during a divorce is getting them to understand that being "objective" actually works to their advantage. During a divorce, emotions invariably run high, and the desire to seize an opportunity to expose, or harm an ex can supersede focusing on what will actually drive the sale. My advice to you is to stay as neutral as possible, keep your emotions in check, and let your attorneys do the heavy lifting between the two of you. There is a good probability that whatever you ask of your ex during these times will be met with a resounding, "no", regardless of whether the advice is in their best interest as well. When it comes to negotiations on the sale of your home, I am happy to be the liaison between you both to ensure things move smoothly. However, there will also be negotiations between you and your prospective buyers, and these too, will need to be handled with tact, and with the two of you on the same page, or things can go sideways, and fast. The bottom line is that the more you know about negotiating, the better off you will be in getting the price you want for your home. Lets dive in.
LET THE BUYER SPEAK FIRS EAK FIRST
Let patience be your guide in dealing with an interested buyer. 118
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