SKILLFUL NEGOTIATION IS CRITICAL
Buying and selling a home is simultaneously thrilling and stressful for all parties involved. When I represent a seller, I feel a profound responsibility to represent them with an enormous amount of integrity. The negotiation process should exhibit that same amount of integrity. After all, this is likely the largest financial transaction of your life and I don’t take that lightly. Here is a glimpse at the process:
- Substantiate sales price and support its position in the market based on facts.
- Discuss a negotiation plan that considers seller’s priorities, alternatives, bottom linesand walk-away points—and then we investigate what the buyer’s plan may be.
- Let the other party speak first and listen—establish trust!
- Buyer’s Agent ‘buy-in’ – Influence agent to understand, accept our position and empower them to present it to their client.
- Work to understand the buyer’s true desires and goal of the negotiation, and avoid focusing too much on the anchors. For example, is their contention on price or could move-in date or repairs be more important?
- Invent options for mutual gain.
- Always maintain a cheerful but firm and factually based disposition.
- Remember, every negotiation is unique. Be flexible.