Buyers often expect negotiation, so countering with small increments can lead to a better outcome. Avoid the instinct to settle quickly by meeting halfway. DON’T: Accept Low-Ball Offers Homebuyers are always on the hunt for a deal. If your home is a perfect fit for a buyer, they may try to secure it for less than market value by submitting a low-ball offer. Stay focused on your home’s value and the market conditions. If buyers truly want your property, they’ll adjust their offer. Use counteroffers to steer negotiations toward a fair price. DO: Be Quiet and Listen Silence can be golden in negotiations. Whether speaking directly to a buyer or their agent, listening carefully can provide valuable insights into their motivations and needs. Quietness may make buyers uncomfortable, prompting them to fill the silence with crucial information about their timeline, budget, or priorities. The more you know about the buyer, the better you can navigate the negotiation. DON’T: Be Moved by Awkward Silence Buyers or their agents may use silence as a tactic to pressure you into speaking first or conceding terms. Resist the urge to fill the gap. Let the buyer make the next move. Prolonged silence can work in your favor, as buyers may interpret it as dissatisfaction and offer concessions to keep negotiations moving. Stay calm and composed. DO: Learn What Motivates the Buyer Understanding what drives the buyer’s decision-making process can give you a significant edge. For instance: • A buyer may offer full asking price but later attempt to
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