CHAPTER 12 Be A Power 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 best possible price.
KNOWMORE 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. • A skilled negotiator is an expert at working under the pressures of competition, time, information, and communication. • A true mediation and successful negotiation will likely meet somewhere in the middle.
WHAT MOTIVATES A SELLER
• Time on the market • Relocation goals • Pressures of maintenance and upkeep • Emotional and mental stress during life's transitions 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 settle; selling the property is a business transaction. Worrying about paying the mortgage while the home sits on the 79
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