CHAPTER 11
ADVANCED NEGOTIATING TACTICS Now that you know what mistakes to avoid, here is how to negotiate for the highest price possible. You’ve worked yourself senseless updating your home, cleaning it, and creating an appealing abode for home seekers. Next, you get your first viewers. Yes! Now you’re at another “first,” with someone making an offer on the property. You suddenly realize you’re in a very precarious situation, and you have no idea how to proceed. Don’t sweat it. Realize this is one of the most important financial decisions of your life. I know, I just told you not to sweat it, and then I throw that at you. Most people don’t come into this kind of money more than once or twice in their lives. So, make the very best of your situation, for your future and for your children’s futures. The more money you make, the better off you’ll be. I want to see you come away from this deal with fewer debts, a wonderful new home, and some extra cash. While there are times when the offer/ counteroffer deal approach works best, there are times when you could come away with thousands more through simple strategic planning. Let’s explore your options, and then you can choose which is best for you. NEGOTIATION TECHNIQUE #1 THE TYPICAL NEGOTIATING APPROACH You are probably familiar with the way most people approach the buying and selling process. The home is put on the market, and when an interested buyer comes by, they make an offer to the homeowner. The homeowner will usually make a counteroffer, which can be accepted or rejected by the bidder. Sometimes this back-and-forth goes on a while. There are pros and cons to this situation.
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