CHAPTER 17 Don’t Get Steamrolled—Negotiating olled—Negotiating Without Breaking a S eaking a Sweat (or the eat (or the Sale) First, let’s rip off the Band-Aid: Buyers are savages. Not the cute, emoji-using kind. The ruthless, spreadsheet- carrying, “my cousin’s an appraiser” kind who will try to slice $20,000 off your asking price because the kitchen faucet drips slightly. Now, the good news ? You don’t have to be a master negotiator trained in the art of psychological warfare to survive the process. You just need to understand what actually matters in a negotiation—and how not to get pantsed at the bargaining table. The Great Negotiation Showdown Let’s set the scene. You, the home seller, have prepped and polished your house until it gleams. You're feeling confident. You even practiced saying “We’re firm on price” in the mirror. Then a buyer walks in with a laser-focused stare and a pre- approval letter. They compliment your curtains, ask how old the roof is, and then BAM! —hit you with an offer $40,000 under asking and a list of “concerns” longer than a CVS receipt. “The yard's a little sloped. The carpet’s not my color. My dog gets anxious near northeast-facing windows…” Sound familiar? Negotiation 101: What Actually Decides Who Wins There are only two factors that determine who comes out on top
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