Negotiation Tricks Often Used in Real Estate Deals
The Higher Authority (Double Dip) Trick
Used inside the real estate industry, this negotiation strategy often occurs when a buyer negotiates a home sale as to price and terms. Then, before signing the contract, he says, “This looks good. But I need to run it by my attorney (or accountant, mother, father, grandmother, etc.).” Oh oh! This is the trap.
To prevent this from happening, it’s wise to ask, “Is there anyone not present who must approve this transaction for us to proceed?”
It’s an absolute must to have ALL parties involved present at the negotiation. There are exceptions, but very few should be made. Whenever a sale or purchase is subject to approval of another person, especially if that individual is financially involved by paying all or part of the down payment, if the contract says it is subject to that third party’s approval, there’s no sale until that “higher authority” approves.
What often happens is the “higher authority” will find something wrong. That’s their job!
When you realize the higher authority negotiation tricks are being used on you, the best strategy is to be firm but friendly. Even if you absolutely must negotiate a transaction, pretend you really don’t care. “Take it or leave it” should be your attitude, but by all means DON’T take the property off the market while awaiting higher authority approval.
Additional Negotiation Resources
- Top 15 Real Estate Negotiation Strategies From the Pros via Emile L’Eplattenier
- How to Negotiate the Best Price When Buying a Home via Constance Brinkley-Badgett
- How to Successfully Negotiate Lower Prices in Any Situation via Carl Natale
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About the Author: The above article, Negotiation Tricks Used in Real Estate Deals was written by Troy J. Elston, a licensed Realtor at West USA Realty, the premiere real estate brokerage based in Peoria Arizona. With years of experience in the real estate industry, Troy produces stunning results for home buyers and sellers. If you’re thinking of BUYING or SELLING a home in the Phoenix Area, Troy would love to share his knowledge and expertise with you.