and for a good price. Buyers that are uncomfortable with your quietness may want to break the silence by giving information that would be crucial to know. Again, the more knowledgeable you are about the buyer, the better poised you will be in negotiations. Don’t be Moved by Awkward Silence When you are in negotiations, and the buyer makes an offer, don't be compelled to respond immediately. Whether it be 10 seconds or 10 minutes, make the buyer or his agent speak first. They may see your silence as a disappointment, and choose to revise their offer or offer a concession just to break the silence. Do not let experienced negotiators use this tactic to get you to accept successively lower offers without a counter-offer from you and your agent. Do Know What Motivates Buyer Sometimes buying agents will work to know why you want to sell your home. Agents know that sellers want to go to escrow once. If the buyer is advised to demand a lower price because of minor repairs 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 asking price knowing that minor repairs exist only to demand reductions to the price the buyer actually wanted to pay. Knowing that situations like this happen, do
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