CHAPTER 12 Be a Power Negotiat er Negotiator
Negotiating your home sale doesn't have to be intimidating. By understanding how real estate negotiations work and relying on proven strategies, you can position yourself to get the price you want—without ever speaking directly to the buyer.
KNOW MORE THAN THE B AN THE BUYER
The two major drivers in any negotiation are motivation and skill.
A motivated buyer wants the best deal. A motivated seller wants the best price. A skilled negotiator knows how to navigate pressure, timelines, limited information, and competing interests to achieve the best outcome. • Extended time on the market • Out-of-area relocations • Financial pressure from maintenance and mortgage payments • Emotional and mental fatigue 68 WHAT MOTIVATES A SELLER
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