CHAPTER 12 Be a Strong Negotiat ong Negotiator
Negotiating your home sale does not have to be intimidating. By learning how real estate negotiations work and how to apply proven techniques, you can get the price you want from the perspective buyer.
KNOW MORE THAN YOUR BUYERS
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 and terms. • Your negotiating objective is for both sides to be comfortable with the price and terms you eventually agree to. • A skilled negotiator is an expert at working under the pressures of competition, time, information, and communication.
WHAT MOTIVATES A SELLER
• Time on the market • Relocation • Pressures of maintenance and upkeep
• Emotional and mental stress, especially during divorce Selling your home is a multifaceted process. To be a strong negotiator, you must avoid allowing emotions to overpower the situation to the point where you compromise and settle for a lower price.
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