I had fun working with writer Laura Agadoni on the Trulia article "6 Simple Tricks for Winning a Negotiation Stalemate."
One negotiation tip we discussed was creativity. I want to point out that this is both very important for closing difficult properties (or difficult clients) AND that creativity absolutely does not mean flirting with legal or ethical boundaries.
Creativity in negotiations is really just thoughtful consideration of the real goals, needs, and mindset of the buyer and the seller.
Clients can often "get stuck" on matters that agents see as trivial but are very important emotionally to the client.
It is not always possible to talk a client out of something they are emotionally attached, such as the memories of the home they are selling.
However, approaching the deal from other angles can often yield results for all involved.
For instance, a first-time home buyer may be willing to pay a little more if the seller will include items such as the washer and dryer, the refrigerator, or window treatments (all items a first-time home buyer will often need to buy at the same time they may be cash poor from just buying the house).
My very first home purchase, I asked for all these things as well as the riding lawn mower (the home had a large yard and I didn't own a mower) and the "little black dog" Mikey.
Yes, the dog.
I had grown up with dogs, but never wanted to have a dog penned up in an apartment.
So with my first home purchase, I was interested in having a dog.
Mikey was a former stray living at this house, and I knew the home seller was unsure what she was going to do with him when she moved.
So, our creative deal worked out for her, me, and Mikey.
My first trip to the veterinarian, they asked his name, and I blurted out, "Mikey, the Mortgage Dog."
He was such a great dog and to this day a reminder that thoughtful negotiations can lead to great outcomes.
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Other recent post: Confirmity is the Modern Cowardice
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