Is an adversarial or cooperative approach more effective?
There is nothing more destructive to the negotiation process than the adversarial style. Professional negotiators try to preserve the relationship between the parties. The goal is not to reach an impasse in which neither the seller’s nor buyers needs are met. Sometimes buyers include a note with their offer explaining why the house is not worth what they are asking, pointing out deficiencies, etc. No one can read a note criticizing their house without a defensive reaction. In the same vein, your attitude toward the buyer can be effective in solidifying their interest in your home. The negotiation process usually begins with some degree of distrust between buyer and seller. The goal is to move in the direction of trust as quickly as possible. How do you work with a combative strategy? Sometimes you have no choice but to work with an adversarial buyer or agent. Their strategy includes: emotional statements, snide remarks, defensive arguments, threats to terminate, ego involvement, and st
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