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Negotiation Rules
Remember the simple things
- Keep the calculator handy. Both the buyer and seller should tally up the value of items under negotiation.
- Keep in mind the price and determine how it compares to the recent market action. You as the buyer should have evidence of the market prices and how well those prices compare to what you have offered.
- Who has the advantage in the negotiations all depends on who has control of the market. It is vitally important that you become familiar with this concept if you are doing your own bidding. If the buyers are in control push hard to win your points against a seller in a weak position. If the sellers are in control you had better not ask for too many concessions as the negotiations will quickly be broken off so they can deal exclusively with a less demanding buyer.
- If things become too bogged down and negotiations are becoming protracted you may be able to meet the other party by putting a price on the intangible aspects of the deal. For example the seller may accept all your offer if you agree to bring forward settlement to an earlier date or defer it to a later one to suit their needs. You may also agree to accept other items such as furniture in order to boost the cash side of the transaction and thus keep the seller happy. Be keenly aware and find out as much as you can about why the seller is on the move. Knowledge is everything in negotiating an outcome on your terms!
- Be sure all changes to the contract are made on the original form, no matter how messy it may look. If the agreement is re-written it is the perfect time for some item to be left out and forgotten about. Even small points must all be written down. Remember if it is not written down it does not count.
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T E S T I M O N I A L S
"Thank you for making the sale of father's estate properties so easy at such a difficult time."
"What can we say - an absolutely fantastic result. You handled all situations professionally, with good humour and a totally positive attitude."
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