that to put yourself in the buyer’s shoes. A little space and an objective third party will lead to more effective decision making. POINTS TO REMEMBER : Try to discover the buyer’s motivation, while not talking too much about your motivation to sell. : Never automatically meet in the middle. : Don’t let your ego interfere with negotiating. : Avoid making the first move on price. : Lowball and take-it-or-leave-it offers are rarely firm and can often be negotiated upward. : Don’t be pressured into hasty decisions or counters. • • •
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