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CITATION

Irwin, Robert. Tips and Traps When Negotiating Real Estate. US: McGraw-Hill Education, 2006.

Tips and Traps When Negotiating Real Estate

Authors: Robert Irwin

Published:  2006

ISBN: 9780071709187 0071452869
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  • Contents
  • 1. Negotiating a Successful Deal
  • Finding the Property
  • Making the Initial Offer
  • The Contingent Offer
  • Pushing the Time Line
  • Complications
  • The New Sale
  • More Complications
  • The Real Explanation
  • At Last!
  • Conclusion
  • 2. Control Time
  • Invest in Time
  • Set a Deadline
  • Act in a Timely Fashion
  • The Bottom Line
  • 3. Play the Players
  • Never Offend the Buyer/Seller
  • Beware of Choosing "Nice" People to Represent You
  • Only Deal with the Person Who Has the Power to Decide
  • Go Directly to the Buyer/Seller
  • Always Strive for the Moral High Ground
  • The Bottom Line
  • 4. Learn to Act
  • Disarm a Psychological Attack by Drawing Attention to It
  • Be Irrational, Occasionally
  • Strive to Be Innocent
  • Always Ask "Why"?
  • Question Authority
  • Challenge the Written Word
  • Make Lists
  • Listen Carefully
  • The Bottom Line
  • 5. Walk Away a Winner
  • Always Give Yourself an Alternative
  • Be Informed
  • Only Work on Issues That Can Be Resolved
  • Never Respond to an Offer That Can't Be Closed
  • Dont Stick to the "Pie" Analogy or "Bottom Line" Reasoning
  • Remember That Some Deals Can't Be Made—No Matter What
  • Walking Away a Winner Is No Baloney
  • The Bottom Line
  • 6. How to Win a Bidding War
  • Buyers—Load Your Weapons
  • How Do I Handle a Bidding War?
  • Negotiating in a Hot Market
  • Buyers—Look for Fixers
  • Sellers—Stick to Your Guns
  • The Bottom Line
  • 7. Negotiate the Commission
  • Will You Get What You Pay For?
  • How Does the Commission Impact the Agent's Role in Selling?
  • The Bottom Line
  • 8. Negotiating a Sales Agreement
  • What Should You Look For in a Sales Agreement?
  • 9. Offer and Counteroffer
  • The Procedure for Offers
  • Why Would a Buyer Want a Counteroffer?
  • Why Would a Seller Want to Counter?
  • The Three Types of Offers
  • The Two Types of Counters
  • The Bottom Line
  • 10. Leverage the Inspection Report
  • How Leveraging the Inspection Report Works
  • Why Would Sellers Want a Home Inspection?
  • Buyers Who "Set Up" Sellers
  • The Bottom Line
  • 11. How to Negotiate with a Lender
  • When to Negotiate for a Mortgage
  • What to Negotiate in a Mortgage
  • Do They Want to Lend You Money?
  • 12. Negotiating without an Agent
  • What If the Agent Throws Up a Roadblock?
  • When Would You Be Better Off Negotiating Directly?
  • 13. Negotiating with a Builder
  • Getting Negotiations Started
  • What You Can Negotiate
  • Mortgage Buy Downs
  • The Bottom Line
  • 14. How to Bargain for Personal Property
  • What Is Personal Property?
  • How Do You Negotiate to Get Personal Property Included in the Deal?
  • How Do You Keep Personal Property Out of the Deal?
  • The Bottom Line
  • 15. Prevail in an Appraisal Argument
  • What Do You Negotiate When the Lenders Appraiser Says "No!"?
  • How Do You Challenge a Lender's Appraisal?
  • How Do You Challenge the State's Appraisal?
  • How Do You Appeal an Improvement?
  • 16. Negotiate on Investment Property
  • Negotiating the Price of Income Property
  • How Do You "Negotiate" the Rents?
  • How Do You Negotiate over Deposits?
  • How Do You Negotiate Financing?
  • The Bottom Line
  • 17. Win the Battle at Closing
  • What Can Go Wrong?
  • What Can You Do to Avoid Closing Problems?
  • What Do You Do When Things Go Wrong?
  • Who Controls the Escrow?
  • Who Pays the Escrow Fees?
  • Appendix: Negotiating Your Way Out of Foreclosure
  • What Is the Foreclosure Procedure?
  • What Can You Do When Youre in Default?
  • In Default
  • Facing Foreclosure
  • A "Deed in Lieu of Foreclosure"
  • The Key to Negotiating Out of Foreclosure
  • What You Can Negotiate from a Lender
  • What You Can Do to Have a Better Negotiating Posture
  • Index