$450,000 and you were aiming for $500,000, don’t jump to split the difference at $475,000. Instead, counter with $520,000. That way, you keep the midpoint closer to your goal. Negotiation is about small moves that keep you in control—not about making everyone feel warm and fuzzy. DON’T Accept Low-Ball Offers Here’s a tip: low-ball offers are a buyer’s way of testing your resolve. Don’t take the bait. If they truly want your home, they’ll pay what it’s worth. Rejecting a low-ball offer sends a clear signal: your property has value, and you’re not desperate. Stand firm, counter intelligently, and let them know you’re not here for games. DO Be Quiet and Listen Silence is a powerful weapon. Let the buyer or their agent do the talking—it’s amazing what people reveal when they feel the need to fill the void. By staying quiet, you’ll pick up on their motivations, concerns, and even weaknesses. Listen more than you talk, and you’ll gather the intel you need to negotiate like a champ. DON’T Be Moved by Awkward Silence Here’s the flip side of silence: don’t let it work against you. If a buyer makes an offer, resist the urge to respond immediately. Take your time. A pause creates the impression that you’re mulling over multiple offers or unimpressed by theirs. This often forces them to sweeten the deal just to break the silence. Remember: your patience is their pressure. DO Learn What Motivates the Buyer Negotiations are a dance, and understanding your partner’s moves is key. Is the buyer on a tight timeline? Are they in love with your neighborhood? Do they need to be settled by a certain date? These insights give you leverage. For example, if they’re under pressure to move fast, you can push for fewer
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