I have been reviewing my notes on negotiating. The skill of negotiating is a big role in the life of a real estate agent. Not only is the price negotiated but the terms are also very important. Terms can include what conveys with the house, closing time frame, repair costs, home warranty, etc. Whenever you can't get what you want simply by asking, negotiating is in order. In effect, we are negotiating practically every day of our life. This technique strives to bring agreement to people who may have different interests. Two strong motivators are: 1. Fear of loss and 2. Competition.
What we try to create is to lead others to a buying conclusion where all participants view the end result as successful. People don't like feeling like losers. What does it take to create this result: 1. A cooperative spirit and 2. the desire for a mutual goal. Different styles of negotiating include "soft" or "hard". There really is no right or wrong, just different styles. We must keep in mind the importance of separting the people from the problem. We are looking for the "win/win" in the situation.
My broker has taught me a valuable lesson - you don't know unless you ask. It is better to get a "no" then not know. The message here is to keep asking. And also start out asking for more than what you really want.
One fact to keep in mind is that the buying price today really doesn't matter until you go to sell it. As a matter, of fact, every decision made entails an inherent risk. Even when there is no decision made we have accepted the risk of staying in the same place. Something to keep in mind, the person with the most urgent need will usually make the most concessions.
A good quote to remember: "Negotiation in the classic diplomatic sense assumes parties more anxious to agree than to disagree." (Dean Acheson)
An Marshall, REALTOR
Prudential Network Realty
Extremely Full Service
Ranked #1 for Seller Satisfaction, by JD Power & Associates
I have an extraordinary commitment to making a difference in your life. To me real estate is a vehicle in which to actualize your dreams. You can expect success!
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