Negotiating Overview

Negotiating the sale of your home: Overview

When there are a lot more houses on the market than there are buyers, prices come down. That’s when negotiating skills for a home sale are really needed.

Sure, you're apprehensive about negotiating in this tough market. Keep in mind that this housing bust is new ground for most agents too. Therefore, with a solid grasp in negotiating techniques, your profit objectives will be significantly enhanced.

You don't need to be a tough, hardheaded SOB to be a good negotiator. As a matter of fact, manipulative, arrogant jerks make poor negotiators. If you follow our advice, consider the details, take your time, use common sense and have average communication skills, you'll be way ahead of the game.  

The classic negotiating process is rather simple; the buyers make an offer and if you don't accept it, you make a counteroffer.  After any number of times going back and forth countering each other - each time narrowing the differences - hopefully you both arrive at an agreed upon price and terms for switching ownership. 

The negotiation elements consist primarily of the purchase offer, counteroffers and the contingencies both parties find acceptable. We've laid out the scenarios and situations you're most likely to encounter. In addition, you'll learn about different types of buyers, effectively responding to their tactics and how to maximize the agreed upon price.

As you scan through the topics covered here, it’s obvious that different situations can happen. Knowing what to expect and having a firm grasp of negotiating tactics will put you in control throughout this money-making selling phase.

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