A
reasonable initial offer is the
best way to start real estate
negotiations. However, other
elements can also favorably
influence the negotiation.
-
Focus
on needs, not position.
Once a party assumes a
position, negotiation can
become stalemated. An
example of a position could
be a closing date. Shifting
to a needs focus would
examine why that date was
important and what other
dates could work to meet
those needs.
-
Avoid
becoming emotional.
Emotions get in the way of
clear and logical decisions.
Anger and irritation have no
bearing on the transaction.
-
Allow
the sellers to save face.
Provide a way for the
sellers to back away from a
position. By offering
alternatives, you give the
sellers an out with grace.
-
Understand the seller's
priorities.
Communication is very
important. Tell your sales
professional the motivations
behind your requests. When
shared with the other sales
professional, it's more
likely to elicit an
acceptable counter. Your
sales professional can be a
powerful advocate on your
behalf when armed with
knowledge of what you want
and why.
Negotiation Tips
Successful
 negotiations
have common threads. Remember
these tips to get the most out
of your negotiation:
-
Don't get insulted if the
seller doesn't accept your
offer or comes back with a
high counter offer. It's
natural for the seller to
want to make as much as
possible.
-
The members of both parties
should feel like winners in
the end.
-
Make your counter offer show
movement. This demonstrates
a willingness to deal.
-
Make sure you understand the
priorities of the sellers.
Your counters can focus on
the higher priorities. Those
that carry less weight can
be used to compromise.
-
Quantify problems. Repairs
or concessions should have a
dollar value on them and not
be left open ended.
-
Isolate major issues by
getting agreement on all
other points. This allows
the negotiation to be just
one item away. Then all
energies can focus on the
one final obstacle.
-
The earnest money shows how
serious you are. Since
earnest money is applied to
costs at closing, don't
scrimp on the earnest money
at the time you write the
offer.
-
Make sure what you want is
put in writing. Count on
nothing that is negotiated
verbally.
-
Depend on your sales
professional for negotiation
counsel.
Contact
Me
I can help you with every
aspect of buying or selling your home because I’m
experienced, because I am a Better Homes and Gardens
Rand Realty Real Estate Professional . . .and because I
care.
As
your
Better
Homes
and
Gardens
Rand
Realty
Sales
Professional,
I
will
provide
you
with
the
information
you
need
to
make
an
educated
decision.
The relationship between a home buyer or seller and their agent is based on trust, shared goals and understanding. I strive to continually improve and to do this I listen and take the needs and wants into consideration.
For assistance with any of your real estate needs, please contact me, whether it's to get started on helping you realize your goals and dreams, or just to ask a question - no pressure, no hassle, no obligation - just a friendly conversation. I would welcome the opportunity to make a difference for you. |
