{"id":18556,"date":"2012-03-30T13:08:19","date_gmt":"2012-03-30T10:08:19","guid":{"rendered":"https:\/\/www.imobiliare.ro\/?p=18556_db\/"},"modified":"2012-03-30T13:08:19","modified_gmt":"2012-03-30T10:08:19","slug":"7-%e2%80%9eponturi%e2%80%9d-in-negociere-cum-sa-obtii-cel-mai-bun-pret-pentru-locuinta-ta","status":"publish","type":"post","link":"https:\/\/www.imobiliare.ro\/imoexpert\/7-%e2%80%9eponturi%e2%80%9d-in-negociere-cum-sa-obtii-cel-mai-bun-pret-pentru-locuinta-ta_db\/","title":{"rendered":"7 \u201eponturi\u201d \u00een negociere: cum s\u0103 ob\u0163ii cel mai bun pre\u0163 pentru locuin\u0163a ta"},"content":{"rendered":"

Considerat\u0103 de mul\u0163i o adev\u0103rat\u0103 art\u0103, negocierea nu este la \u00eendem\u00e2na oricui. Chiar \u015fi marii oameni de business fac eforturi s\u0103 creasc\u0103 \u00een acest domeniu.<\/strong><\/p>\n

C\u00e2nd vine vorba de v\u00e2nzarea unei propriet\u0103\u0163i, exist\u0103 un moment care face de regul\u0103 diferen\u0163a \u00eentre succesul sau e\u015fecul unei tranzac\u0163ii. Negocierea cu poten\u0163ialul client va fi decisiv\u0103 \u00een stabilirea pre\u0163ului final de tranzac\u0163ionare. Dac\u0103 vrei s\u0103 porne\u015fti preg\u0103tit \u00een \u201eperiplul\u201d negocierii, Ileana Preda, agent imobiliar \u015fi pre\u015fedintele Asocia\u0163iei Profesionale a Agen\u0163ilor Imobiliari din Rom\u00e2nia (APAIR), \u00ee\u0163i d\u0103 c\u00e2teva sfaturi:<\/p>\n

\"\"<\/a>1. Studiaz\u0103 pia\u0163a!<\/strong>
\nO negociere de succes \u00eencepe cu o cunoa\u015ftere temeinic\u0103 a zonei \u00een care se afl\u0103 amplasat\u0103 proprietatea ta. Asta \u00eenseamn\u0103 s\u0103 cuno\u015fti, spre exemplu, apartamentele<\/a> similare din zon\u0103, at\u00e2t pe cele care s-au v\u00e2ndut (\u015fi la ce pre\u0163uri) sau pentru care s-au \u00eencheiat antecontracte, c\u00e2t \u015fi pe cele care se afl\u0103 momentan la v\u00e2nzare. De ce este necesar un astfel de studiu am\u0103nun\u0163it al pie\u0163ei? Pentru c\u0103, \u00eentr-o negociere, orice mi\u015fcare trebuie sus\u0163inut\u0103 cu argumente valide. Una e s\u0103-i spui cump\u0103r\u0103torului \u201eUn pre\u0163 de 40.000 de euro mi se pare prea mic\u201d \u015fi alta s\u0103-i spui \u201eNu pot s\u0103-\u0163i v\u00e2nd casa cu 40.000 de euro, c\u00e2nd altele similare s-au dat cu 50.000 de euro\u201d. <\/p>\n

2. Pozi\u0163ioneaz\u0103 corect pre\u0163ul!<\/strong>
\nMarja de negociere pe care va trebui s\u0103 o accep\u0163i \u00eentr-o tranzac\u0163ie depinde \u00een mod direct de c\u00e2t de bine este pozi\u0163ionat\u0103 proprietatea ta \u00een pia\u0163\u0103, de c\u00e2t de aproape este pre\u0163ul ei de realitate. Nu vei avea de ce s\u0103 accep\u0163i, spre exemplu, o sc\u0103dere de pre\u0163 de 10% dac\u0103 locuin\u0163a ta are un pre\u0163 corect comparativ cu alte propriet\u0103\u0163i similare.<\/p>\n

3. \u00cencepe cu termenii cu care sunte\u0163i de acord!<\/strong>
\n\u00centr-o negociere, este recomandat s\u0103 \u00eencepi cu acei factori ai tranzac\u0163iei cu care cele dou\u0103 p\u0103r\u0163i sunt (sau au mari \u015fanse s\u0103 fie) de acord. Spre exemplu, discuta\u0163i mai \u00eent\u00e2i despre avans, despre tipul creditului acceptat sau despre momentul \u00een care va fi predat\u0103 locuin\u0163a. \u00cen felul acesta se va crea o atmosfer\u0103 de acord, propice \u015fi pentru discutarea unor chestiuni mai delicate, ca pre\u0163ul.<\/p>\n

4. Deta\u015feaz\u0103-te de factorul emo\u0163ional!<\/strong>
\nChiar dac\u0103 locuin\u0163a pe care \u00eencerci s-o vinzi este casa \u00een care ai copil\u0103rit sau cea \u00een care \u0163i-ai crescut copiii, lucrurile acestea nu sunt relevante pentru cump\u0103r\u0103tor \u015fi nu-\u015fi au locul \u00eentr-o negociere de business. \u00cen cel mai r\u0103u caz, clientul se poate sim\u0163i agasat sau \u015fantajat emo\u0163ional.<\/p>\n

5. To\u0163i proprietarii s\u0103 fie prezen\u0163i la \u00eent\u00e2lnire!<\/strong>
\nDac\u0103 exist\u0103 mai mul\u0163i proprietari (so\u0163 \u015fi so\u0163ie, spre exemplu), este important ca to\u0163i s\u0103 fie prezen\u0163i la \u00eent\u00e2lnirea cu poten\u0163ialul cump\u0103r\u0103tor, iar doar unul s\u0103 deruleze propriu-zis negocierea. Se creeaz\u0103 astfel impresia de unitate \u2013 care d\u0103 \u00eencredere clientului \u2013 \u015fi se elimin\u0103 riscul unor eventuale ne\u00een\u0163elegeri sau dezacorduri intervenite chiar \u00eentre proprietari, ce pot \u015ftirbi credibilitatea \u00een fa\u0163a cump\u0103r\u0103torului. <\/p>\n

6. F\u0103 o contraofert\u0103!<\/strong>
\nO ofert\u0103 de pre\u0163 care nu este pe placul t\u0103u nu \u00eenseamn\u0103 neap\u0103rat c\u0103 tranzac\u0163ia a e\u015fuat. Adesea, negocierea este un \u015fir lung de contraoferte. Ca \u015fi tine, poten\u0163ialul cump\u0103r\u0103tor vrea s\u0103 ob\u0163in\u0103 cel mai bun pre\u0163 (pentru el) \u015fi nu ai de ce s\u0103 te sim\u0163i jignit dac\u0103 face o ofert\u0103 prea mic\u0103. Ideea e s\u0103 v\u0103 \u00eent\u00e2lni\u0163i undeva la mijloc. <\/p>\n

7. Apeleaz\u0103 la un \u201enegociator\u201d profesionist!<\/strong>
\nDac\u0103 interac\u0163iunea cu poten\u0163ialul cump\u0103r\u0103tor de pe pozi\u0163ia unui negociator ca la carte \u0163i se pare o misiune prea dificil\u0103, po\u0163i apela la un agent imobiliar – asta nu \u00eenainte de a intervieva mai mul\u0163i \u201ecandida\u0163i\u201d. Un broker profesionist are \u00een primul r\u00e2nd avantajul c\u0103 negocierea este pentru el un lucru obi\u015fnuit, ce face parte din via\u0163a de zi cu zi. \u00cen plus, ca intermediar, el va fi, spre deosebire de tine, deta\u015fat de ceea ce \u00eencearc\u0103 s\u0103 v\u00e2nd\u0103, put\u00e2nd stabili mai u\u015for o rela\u0163ie cu poten\u0163ialul client.<\/p>\n

Cite\u015fte \u015fi: Ai o cas\u0103 de v\u00e2nzare? Afl\u0103 4 lucruri care dau valoare propriet\u0103\u0163ii tale<\/a><\/strong><\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

Considerat\u0103 de mul\u0163i o adev\u0103rat\u0103 art\u0103, negocierea nu este la \u00eendem\u00e2na oricui. Chiar \u015fi marii oameni de business fac eforturi s\u0103 creasc\u0103 \u00een acest domeniu. C\u00e2nd vine vorba de v\u00e2nzarea unei propriet\u0103\u0163i, exist\u0103 un moment care face de regul\u0103 diferen\u0163a \u00eentre succesul sau e\u015fecul unei tranzac\u0163ii. Negocierea cu poten\u0163ialul client va fi decisiv\u0103 \u00een stabilirea […]<\/p>\n","protected":false},"author":829,"featured_media":18557,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[265],"tags":[1360],"content_author":[],"class_list":{"0":"post-18556","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-proprietari","8":"tag-vanzare-apartamente"},"yoast_head":"\n7 \u201eponturi\u201d \u00een negociere: cum s\u0103 ob\u0163ii cel mai bun pre\u0163 pentru locuin\u0163a ta - Proprietari - ImoExpert<\/title>\n<meta name=\"description\" content=\"Considerat\u0103 de mul\u0163i o adev\u0103rat\u0103 art\u0103, negocierea nu este la \u00eendem\u00e2na oricui. 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