There are many excellent books on negotiation, as well as, excellent seminars. You may want to consider a little refresher. These few paragraphs are not intended to cover how to negotiate, but to give you a few specifics about planes and a draft agreement that works.

First, put it in writing. Most sellers are inundated with the question, "What would you take?" Even if they tell you, it may well change. Remember airplane sellers are selling planes not "wouldja's". Put yourself in the seller's shoes. Sellers respond most favorably to serious buyers, who make actual offers. Don't you? So, put your offer in writing. You protect yourself with contingencies and an escrow agent. The draft form below will help.

Second, almost every seller believes his plane is in excellent condition. Why else would he get in it and fly? As a result, unless they have conveyed otherwise, your offer's contingencies should not cause them concern. If they do, be wary!

Third, the offer is only the beginning of the process, not the end. So be prepared to "adjust" as necessary so a "win-win" deal can be made. It is not worth negotiating with a greedy seller, who wants you to "lose" and vice versa. Click here for a standard Purchase Offer template.