Creative concessions get the deal done

Description

Abstract: Many sellers, though willing to compromise to a certain extent, may hold out for their “bottom line” price to the point where it appears non-negotiable. But buyers can still find ways to wrap up a deal through creative concessions. This may involve asking for repairs or improvements, or seeking seller financing at below-market rates. One’s options are bound only by one’s own imagination — the secret is figuring out what each side values. A sidebar to this article discusses a few winning negotiation strategies.