fixtures or decorations should or shouldn’t be removed from the house, make certain that you have that all ironed out before the house ever goes on the market. Simple things like chandeliers or custom window dressings that come up at the last minute can singlehandedly tank a sale. Buyers who have entered into an agreement with one spouse but learn that the other spouse has vetoed the deal don’t tend to hang around for prolonged negotiations unless the house is one-of-a-kind and their desire to buy it is greater than their inclination to run for the hills. If the buyer’s agent predicts that the split is particularly acrimonious, they could even advise their clients to look elsewhere. This type of problem can be resolved by your attorney, but keep in mind that every time you have to turn to your lawyer to iron out a simple disagreement, your legal fees grow and can become so enormous that by the time the lawyers are paid, there’s not much left from the proceeds of the home to split between the spouses. The two major elements of negotiation are motivation and 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 KNOWMORE THAN YOUR BUYERS
98
Powered by FlippingBook