Tip # 19 Know your buyer.
In the negotiation process, your objective is to control the pace and set the duration. And the more you get to know about your buyer, the more easily you can maintain control. As a rule, buyers want the best property they can afford for the least amount of money. But knowing specifically what motivates your buyer enables you to negotiate more effectively. Maybe your buyer needs to move quickly. Or the maximum amount he can spend is just a little below your asking price. Knowing this information puts you and your Team in a better bargaining position.