Negotiating a Sale

7. Finishing Up

7.1 Do not volunteer unnecessary concessions at the last moment.

• If someone has agreed to buy your premises, do not throw in the carpets free.Offer to sell them separately.

7.2 Summarise the agreement that has been reached.

• Make sure you both agree on all points.
• Confirm the key points in writing there and then, even if only by jotting down the details in your notebook.

7.3 Shake hands on the deal.

• Nobody likes going back on a handshake.

7.4 Deal with any last-minute changes.

• Stay calm and keep negotiating.