CHAPTER 18 How Not to Blow It—Negotiation w It—Negotiation Mistakes That’ll Cost You Cold, Har ou Cold, Hard Cash Negotiation is kind of like karaoke. Done well? You walk away feeling like a rockstar. Done poorly? You’re sweating in public, off-key, and someone definitely filmed it. When selling your house, one awkward slip, one nervous overshare, or one attempt to "just be nice" can cost you thousands. Literally. So let’s dive into the top six negotiation mistakes sellers make—and how you can avoid being that person. Mistake #1: Not Sniffing Out the Buyer’s Motivation Newsflash: Price isn’t the only thing buyers care about. Maybe they’re in love with your open kitchen. Maybe they need to move by Tuesday. Maybe your house is the only one within walking distance of their favorite taco truck. If you can figure out their “why,” you’ve got leverage. Ask gently: “So, what drew you to this neighborhood?” “What else have you looked at?” “Did the backyard swing set speak to your inner child?” You’d be amazed at what people will tell you when you’re casually handing them lemonade. Mistake #2: Meeting in the Middle Too Soon Sure, it feels fair to split the difference. You’re asking $300K. They offer $280K. You meet at $290K and call it a day, right? Wrong.
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