The Art of Negotiation - 5

The property deal is agreed but not finalised, there is a willing buyer and a willing seller. Both sides have argued their points, compromised a bit, decided on a price and appointed solicitors. The buyer has arranged finance, and a surveyor. What could possibly go wrong?

Well quite a bit could go wrong actually. Quite apart from any financial, legal and structural problems, there can be disruptors who sow discontent, even though they sometimes mean well. These, for instance, might be the seller’s neighbours, friends and family who think the property should be sold for more. Or the buyer’s friends and family who think the property should be bought for less - or even not bought at all.

Take Donald Trump for instance. He has told Mrs May how to negotiate with the EU. He has told her - and anyone else who will listen - what a bad deal the British government are making and how he would have done things differently and better. But he can’t do it differently or better because it is nothing to do with him. It is not his deal. His interests have nothing to do with the interests of the British or the EU.

Only the protagonists on both sides can make the deal. Only they can decide what suits them most.

No one should really win outright in a deal, just as no one should really lose outright. Both sides in a property deal should get to an agreeable outcome where each achieves most of what they want.

So to get the best for you and your family, politely ignore the disruptors, listen to your heart, and hire a talented and experienced estate agency negotiator to help you. Your home is your most important asset or purchase. It matters. It is your own reasonable interests that are important, not unreasonable observations of disinterested parties.

Peter Illingworth has offices in Kirkbymoorside (Tel 01751 431107), Pickering (01751 475557) and London (0870 112 7099)