You have found the perfect property, or the long-awaited buyer has finally arrived, now all that remains is the agreement. But what strategy should you follow? According to what criteria should you negotiate?
Above all, stay calm and don’t lose sight of the point. You try to make a mutually beneficial deal, because in the long run it is in your interest as well. So don’t negotiate out of ego, and definitely don’t negotiate on an emotional basis. Remain empathetic, calm and fair throughout.
Fairness in this case, beyond the obvious, also means that you leave room for maneuver to your negotiating partner. Show understanding of his perspectives, limitations and needs. Don’t want to force your will on everything. Be prepared with version A, B and even C. This is not a boxing match.
Sticking to a repaved driveway? Would you take the built-in oven because you got it from your grandmother? Weigh your needs and make a responsible decision. Would you really pass up a fundamentally good deal because your costs go up by, say, 0.5%? If it’s so important to him and it’s not an unacceptable sacrifice for you, give in for the sake of the agreement. Don’t make such details a vanity question.
At the same time, it’s also important to know exactly what you can’t let go of. What is it that irrevocably undermines your dissatisfaction. Politely but firmly draw your interlocutor’s attention to these when you listen to their realistic needs with understanding.
And finally, when you say the amount you consider acceptable, calculate the leeway again. Your negotiation partner is of course counter-interested, so depending on the transaction, he wants either less or more than what you want. State the first price offer in such a way that there is still room to move depending on your negotiating position. Be able to let go of it if you need to, and be able to promise a little more if you see it as necessary. After all, you are preparing for one of the most important financial steps of your life. And satisfaction always has a price.