Buyers may come to you and ask questions to find out if any of these situations apply to you. Eagerness to please them on your part may be read as desperation on theirs. Buyers also play the waiting game. In real estate, Acceptance Time can be a powerful tool in price negotiations. From their perspective, the longer the house has been on the market, the more flexible the seller will be. The same applies to negotiations. The more they stretch out the time spent in negotiating the sale, the more likely they will get the price they want. Why? Buyers will invest time with you to create relationships, trust, and willingness on your part to agree to their terms. The advantage that may arise for you is that they may not want to walk away empty-handed after gaining your trust. By exercising patience, you can maintain your position on terms and price. Knowledge Is Power Information is crucial to real estate negotiations. This is not a profound statement, but the more information the buyer is able to glean from you the more pressure you will face. The more knowledgeable side will overpower the less-informed at the bargaining table. The more insight the buyer has to your motivation to sell, the more powerful he feels at negotiating. Don't be afraid to answer tough questions. When the buyer asks them, he will be looking for direct answers AND your reactions to his questions. Any reluctance on your part will
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