CHAPTER 11 The Art of the Ask: A Guide to Smart Negotiation Selling your home is a business transaction. Although it may feel deeply personal, it’s ultimately about a buyer negotiating to purchase your property for an agreed-upon price. As the seller, it’s crucial to keep this perspective. Opinions, emotions, and ego may try to derail your efforts—don’t let them. The more you understand about negotiating, the less likely you are to create unnecessary detours during the sales process. DO: Let the Buyer Speak First Patience is a powerful tool when negotiating. Avoid the urge to tell the buyer what you’re willing to accept. The buyer might be prepared to offer more than you expect. Think of it like a yard sale: a buyer may be willing to pay $200 for an item, but if the seller offers it for $125 first, the deal is done. By letting the buyer make the first move, you gain the advantage of counteroffering. That’s why it’s called an “offer”—it’s the starting point for negotiation. DON’T: “Meet in the Middle” The phrase “meet in the middle” is often synonymous with compromise, but it’s not always the best strategy. For example, if a buyer offers $150,000 and you’re hoping for $200,000, countering with $175,000 splits the difference. Instead, consider countering at $220,000, keeping the midpoint closer to your desired price.
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