By Geronimo Odriozola, real estate broker at Remax Roble @geronimo_odriozola
Buying or selling a property is not just an economic operation. It is an important decision, often loaded with expectations, fears and life plans. Therefore, understanding how negotiation works can make the difference between a frustrating experience and a successful closing.
One of the most common mistakes is believing that negotiating is just lowering or raising a price. In reality, good negotiation starts with clear information and realistic expectations.
When a seller seeks a value that is very far from the market, or a buyer makes very aggressive offers, the operation usually gets stuck from the beginning.
The first step is to know the market. Knowing at what real values similar operations are being closed allows you to make safer decisions and avoid wasting time. Negotiating without data is doing it blindly.
Another key point is to understand what the other party needs. Many times price is not the only determining factor. The timing, the payment method, the moving date or the security of the operation may be equally or more important.
When these variables are put on the table, solutions appear that bring the parties closer together.
Emotion also plays a FUNDAMENTAL role. For those who sell, a property usually has an emotional value. For those who buy, it implies a large investment and a change of stage. Staying calm, listening, and not taking differences personally helps the negotiation move forward.
It is also important to know how far to give in and when not to. A healthy negotiation seeks balance: that both parties feel that the agreement is fair. Forcing conditions or stretching an offer too much usually ends up breaking the deal.
Finally, having a professional Real Estate Agent can make a big difference. Someone who knows the market, knows how to mediate and organize the negotiation provides objectivity, reduces tensions and takes care of everyone’s interests.
In a context where every decision counts, negotiating well is not a matter of chance. It is information, criteria and support. When these elements are present, the operations are not only carried out: they are carried out calmly, with good results and generates a good experience for the parties. –
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