more they stretch out the negotiations, themore likely they’ll get the price they want. Why? Buyers want to become friendly, they want to create trust, and they ultimately want your willingness to agree to their terms. Your advantage is that the relationship is a two-way street and they might not want to walk away empty- handed after gaining your trust. By exercising patience, you can hold your position on terms and price. KNOWLEDGE IS POWER Information is crucial to real estate negotiations. The more information the buyer can glean from you, the more pressure they can exert. The more knowledgeable side will overpower the less-informed at the bargaining table. The more insight the buyer has into your motivation to sell, the more powerful they feel in the negotiation. DOS AND DON’TS OF NEGOTIATING Selling your home is a business transaction. Although it may be a many-layered process that appears more personal than business, at its heart, it’s simply a buyer negotiating to purchase a seller’s home for an agreed-upon price. You as a seller must keep this fact in mind. Opinions, emotions, and ego will attempt to derail your efforts; don’t be the transgressor. The more you know about negotiating, the less likely you are to create a needless detour during the selling process. Do: Let the Buyer Speak First Let patience be your guidewhen dealingwith an interested buyer. Don’t be eager to tell themwhat you’rewilling to accept; itmight be lower than the buyerwaswilling to offer! As in any sale transaction, even if it is to buy a lawn mower at a yard sale, buyers have
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