Negotiation Tactics For The Seller
We have received an offer on our 16,000 square foot industrial building. What are our next negotiating steps?
Fundamental to any successful negotiation is thorough preparation – this is the work that needs to be done before a counter-offer is made. Entire books have been written about the art of negotiating, and you have not shared any of the details of your situation, so I can share only a few of the strategies that have helped me negotiate advantageous transactions for our clients.
First, any real estate negotiation has to be kept in the context of the market. Hopefully, your agent has given you a thorough background on the market in your geographical area and size range. As an example, the sale of a 50,000 square foot industrial building in your area has little relevance to your building, since it is only 16,000 square feet. Market data might tell you that buildings in your area, size range and condition are currently selling between 0 to 5 a square foot, which gives you a starting point in evaluating the offer that you have received.
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