Negotiating Successfully in a Buyer’s Market

After 40 years as a student of real estate negotiations, Bob Russ has learned that success in a slowing real estate market requires paying greater attention to negotiation skills and summarizes how to unlock the door to successful negotiations in six keys.

One of the programmers responsible for building the original versions of the browser you now know as “Internet Explorer,” Eric Sink, says “Negotiating from a position of real need is a bad, bad situation.” A buyer’s market could throw you in a position of bad need. So be cautious.

In a Harvard Business School Working Knowledge article, James K. Sebenius describes a better way to negotiate by using a tool called “backward mapping.” Preparation is the theme here.

Marcie Geffner gives us six tips and suggestions to turn negotiation into agreement. Priceless tips on how to move to that coveted “Yes.”

And broker Elizabeth Weintraub shares her ideas on how to write a successful purchase offer in a buyer’s market and then explains what a real estate counter offeris and why sellers and home-buyers bicker back and forth.