Information is the key to real estate negotiations. The more information the buyer can glean from you, the more pressure you will face. The more knowledgeable will overpower the less informed at the bargaining table. The more insight the buyer has into your motivation to sell, the more powerful he or she is at negotiating. Don’t avoid questions. Don’t be unfriendly or uninterested. However, remember this is a professional transaction between strangers, and don’t be unnecessarily forthcoming, either. When the buyer asks what appears to be a tough question that may relate to an offer, she is looking for direct answers and your reactions. Stay professionally reserved and avoid showing anxiousness to sell. Buyers today have access to endless data—they can see how long your home has been on the market, what nearby properties sold for, and even track price changes over time. But that doesn’t mean you need to hand over every detail in conversation. A simple, effective way to handle tough questions is to redirect with curiosity. If a buyer asks, “Has this home been listed long?” respond calmly and imprecisely: “Not long.” Then ask, “How long have you been searching?” Their answer may reveal urgency, fatigue, or flexibility—valuable insight for your agent to work with. Let buyers do their research. Your job is to stay composed, protect your position, and let your agent guide the negotiation with strategy—not emotion. When asked why you are selling, answer with vague reasons. Again, turn the tables by asking them the same question. To learn if you have any time constraints, a buyer might ask how soon you want to move. Tell them you’re flexible, even if you would really
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