CHAPTER 11 Be a Power Negotiat er Negotiator Mastering the Art of Home Sale Negotiations
Negotiating the sale of your home is an art that requires a blend of insight, strategy, and composure. This chapter will arm you with the negotiation techniques necessary to secure the best possible deal from your buyers.
Empower Yourself with Knowledge
The more you know about the market, your buyers, and your own motivations, the stronger your negotiating position. Understanding the pressures that may influence you as a seller — such as time on the market, relocation needs, and maintenance burdens — allows you to prepare and mitigate their impact on the negotiation process.
Handling Competitive Pressure
In any negotiation, the side with more options has the advantage. If buyers sense urgency or desperation, they may use it as leverage to negotiate a lower price. Conversely, creating the perception that you have multiple interested parties can place pressure on buyers to present their best offers.
Strategic Use of Time
In negotiations, time can be a weapon. Buyers may try to use time constraints to their advantage, especially if they sense urgency on your part. Be wary of giving away signs of time pressure, such as an impending move or financial strain due to maintaining the 41
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