he will receive another offer soon, and can afford to turn down a lower offer. It is good to investigate why the owners are selling the house. Do they want to sell it because they are moving for a new job? Are they moving soon and in a hurry (i.e., are they “motivated sellers”)? Has the property price been reduced due to an extended period on the market? In both cases it is likely they will want to sell quickly. You can more safely stand your ground if they make a counter-offer in such situations. If the house has been listed several times with a stable price, it is a sign the homeowners are taking their time and may be waiting for the highest offer. It is vital to understand that both the buyer and the seller may lose sight of the final goal: to buy and to sell. Sometimes the parties get carried away in a battle of negotiating. Lock your eyes on the ball, but at the same time keep your expectations realistic.
The following tactics will hopefully help you to stay focused.
• Use the Middleman. Your real estate agent should be your middleman to negotiate with your seller’s representative. Using him as a buffer will save you time and aggravation. He may also provide useful information concerning the sellers and their intentions, which the other party will not disclose to you. • Wait for the “Big Boss.” Some third-party person (lawyer, professional friend of the family) needs to see and evaluate the offer and provide his or her expertise. This is
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