To Haggle or Not to Haggle...
Why is it that many buyers do not make offers on homes that they have some interest in? The best way to answer this question is to give you a glimpse of what I have witnessed over the past 20 years.
Many buyers do not want or like to negotiate. It bothers them for a few reasons, first of which is they probably feel they are not good at negotiating, and like public speaking, they fear the process. Many do not like 
haggling over the price for a home. The fear is that they will have left “money on the table” which prevents them from entering the process.
Some buyers have bursts of anger which is counterproductive in negotiating.
In a University of Washington/University of Colorado study by researchers Leigh Thompson and Reid Hastie, they concluded that the more a person can learn about the other person’s interests and desires the better the outcome for you. In other words, if you are trying to win at all costs you probably won’t get a very good deal. But if you want to obtain a great deal in whatever you are negotiating for, investigate what the other party wants and values and be willing to give it to them. Both parties rarely value the same thing.
The fear and frustration of negotiating are two factors that keep many, not all, from writing offers on a home that is overpriced. That is why it is so important to price your home correctly right from the start.
Posted by: 
Glenn Hanon
Leave a Comment