The average person knows very little about negotiating. Even in a field where professionals are relied on to handle negotiations for their client, very few of these so-called "experts" know how to do it well. So when you're selling your house, who can you trust to make sure you get the best possible sales price?
In one of the many sales training courses I've taken over the years, it was said that the average person's sole negation skill is what's referred to as "Tijuana Negotiating." Anyone that's been to this part of Mexico will understand what this means. Imagine a street vendor is selling a pair of sunglasses you like. He's asking $20. You offer $10. He counters at $18, you counter back with $12. A couple rounds of back and forth, you settle on some price in between, let's say $15. A seller in this case might be able to call it a win because he was able to get more than the buyer's initial $10 offer. The buyer could also believe they scored a bargain because they were able to acquire the item for less than the original $20 list price.
According to truenegotiation strategies, neither of these viewpoints is accurate. They're both based on the wrong premise. The buyer would feel less proud of his accomplishment if he knew the seller was willing to come down to $12. And the seller left money on the table if the buyer was willing to come up to $18. So who really won the negotiation?
True skill in negotiating understands that value is subjective. Not all sellers are willing to let an object go for the same price. And some buyers are willing to pay more for the same item. This is where an expert negotiator comes in.
Sellers rely on a to advise them on how to sell their home for top dollar. While there are many strategies to achieve this, one particular strategy is to cut off negotiations before they start:
"When the property is listed, include a clause that states that no counter-offers will be issued. This states very clearly that the sellers are only willing to entertain serious offers. The highest and best offer will be accepted with no gamesmanship. Typically, this will push the buyers to the limit they are comfortable with ensuring that sellers get the most for their property," explains Sydney Gielow of Caldwell Banker, Balboa Island.
The strategy is a simple and effective way to ensure the sellers receive only the best offers. It also alleviates the unnecessary stresses, or "gamesmanship" that accompany the uncertainty typically associated with Tijuana-style back-and-forth negotiating. In the end, selling a house requires a little more professionalism than a cheap pair of sunglasses.
*Sydney Gielow has been a Top Producing Agent since 1985. Since 1999 she has repeatedly been recognized in the top 1% of real estate agents nationwide and awarded top five individual sales agent. She and her team can be found at 201 Marine Ave in Newport Beach, CA 92662. She can be reached at 949-718-1594 or .
ARNAUD DUFOUR
Sr. Mortgage Banker
714-677-4107
CA DRE # 01360217
NMLS # 335758
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