Negotiating Tips

Negotiating is a lot like selling. Strive for a winning situation. What is negotiable? Well, many would say everything. Many people don't like to negotiate, but it serves a purpose. Most buyers and sellers agree there is greater satisfaction when a slight compromise is achieved. At that point, both parties feel they got a "fair" price and issues that come up later are more easily resolved. In our area the most common items that are negotiated are price, repairs, appliances, occupancy, and furnishings (in some case a Home Warranty).

1. Start the negotiation by asking questions. First, ask about the property. Second, the people involved. And third, what problems exist.

2. Always ask for more than you expect to get.

3. Know what they want.

4. Know what you want.

5. Keep time on your side.

6. Know your limits.

7. Be clear.

8. Be bold.

9. Be firm.

10. Move the price to the back of the negotiation. Have your Realtor start by discussing other issues and progress toward the price. Many times working out other smaller issues will help establish a working relationship and will lead toward an acceptable compromise on price.

11. Make sure you offer choices as part of your negotiation. You propose the choices, the more the better, and you will be in control of the negotiation.

12. Don't over promise.

13. Trade instead of compromising.

14. Never say no! Offer "I'll do that if you do this" (something of equal value)

15. Remember: People would rather be listened to than agreed with!

Buying Tips...