Consider the difference in perspective between a buyer and a seller selling the place they live.
A buyer is shopping for a “house.” This might be for investment, or it could be because they eventually want to call it their “home.”
Sellers who live in their residence think of it as their “home.” They are selling the place that they have lived and what they consider when they hear the statement, “There’s no place like home.”
This difference between the perspectives of buyers and sellers if often a point of disagreement when negotiating between buyers and sellers. Obviously, for sellers, it is a much more emotional transactions while for buyers its usually just a business deal based on a thorough analysis.
Both buyer and seller can increase their negotiating power by understanding these concepts of the other party. This will lead to more successful, and mutually beneficial, transactions.
Realize that potential buyers will not “see” your property the way you do. Try to become “debias” yourself and look at your home within the confines of your current market. This will help you avoid losing a deal to being emotionally attached and unwilling to compromise when necessary.
Understand that most sellers are going to be emotional invested in their properties. Be patient in your negotiating and understand that sometimes sellers will be difficult and unaccepting of your offers. If you want to give yourself the best chance of getting a deal, you should always be object and unemotional in your negotiations.