10 seconds or 10 minutes, make the buyer or his agent speak first. They may see your silence as disappointment, and choose to revise their offer or offer a concession just to break the silence. Conversely, do not let experienced negotiators use this same tactic to get you to accept successively lower offers without a counteroffer from you and your agent. Sometimes buying agents will work to learn why you want to sell your home. Agents know that sellers want to go through the closing process only once. If the buyer is advised to demand a lower price because of minor defects discovered during a third-party home inspection, they will use this as a negotiating tool. More importantly, an agent for the buyer may advise his client to offer the asking price in the full knowledge that minor flaws exist, only to later demand reductions and bring the offer down to what the buyer actually wanted to pay in the first place. DO KNOWWHAT MOTIVATES THE BUYER
DON'T FREELY GIVE OUT YOUR INFORMATION
If you have multiple offers on your home, the price isn’t always the bottom line. Sometimes what you tell the buyer is advantageous to his offer. For example, let’s say that you have two interested buyers. One buyer offers full asking price, but tells you he needs a few months to close in order to get financing or to get
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