CHAPTER 11 Bargaining Chips
Selling is the name of the game. In the previous negotiation chapters, we learned that counteroffers by potential buyers sometimes include certain personal property, like appliances and window treatments, because these items are must-haves that are expensive to purchase new. As a seller, you can use extras as bargaining chips as well. You may make counteroffers that include appliances and other incentives for the buyer to agree to a higher price. This is a particularly useful strategy when the demand for homes in your neighborhood is weak and prices are low. When you’re selling your home, consider what you’re willing to throw in to sweeten the deal, and what items are “off limits.” The decision-making process is relatively simple if you consider what items you are willing to part with. Also, consider how often you use movable items and the cost of replacement. You can offer many other kinds of incentives. A buyer may request an incentive in the transaction. It’s all part of the negotiation.
Buyer requests or seller incentives may include:
• Reduction of the asking price • Seller-paid points • Help with the down payment • Help with closing costs
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