We have studied the elusive motivations of Tampa Bay homebuyers who may respond to counter offers in unpredictable ways. Today’s buyers are often grappling with inertia, financing challenges and fear of future real estate price declines. Today’s smaller buyer pool is carefully evaluating all all the options: from short sales and foreclosures to new construction and equity sales. How will this buyer respond to a counter offer?
DISC Personality Profiles
We identify DISC Personality Profiles of homebuyers to better understand their styles, preferences and behaviors. Understanding the DISC profile of a buyer is a key to successful communication, negotiation and interpersonal dynamics.
FemaleThink
We are aware of the differences in negotiating styles between men and women. If the buyers are husband and wife, chances are the that a woman will make the final decision. Women control or influence 90% of all transactions in this country. In The Power of the Purse, Fara Warner asserts that “Women are the majority market”. According to Faith Popcorn & Liz Marigold, “Men and women don’t think the same way, don’t communicate the same way, don’t buy (or sell) for the same reasons.”
Game Theory
We have also reviewed the work of behavioral economist who conduct experiments on bargaining and negotiating. The fields of experimental economics and game theory offers insight into the decision making process. We have reviewed experiments that use integrative bargaining, the Nash Equilibrium and games like Ultimatum or Dictator demonstrate why people might find mutual agreement using various strategies.
Negotiate From Strength
We do not publicize our negotiating strategies, but we draw from the latest research and decades of experience to put you in a position to sell for top dollar. Past real estate negotiations have left clues about what to do and what to avoid. We have noticed patterns in the process. The offer and negotiation strategy can make or break the transaction. A knowledgeable, perceptive and strong negotiator can help you sell at the best possible price and terms.
What measures can you take to improve the odds of a successful negotiation? Contact Annette, Doug or Dale Bohannon at Coldwell Banker Residential Real Estate in Tampa, Florida today.
