CHAPTER 14 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 contents as incentives for the bidder 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.” For those items that are off-limits, consider removing them from the home to avoid anything that may create conflict during negotiation.
Here are some items you may want to consider using as leverage:
• Major appliances: washer, dryer, fridge, stove, dishwasher • Draperies, curtains, blinds, and shutters • Custom-built furniture: bookcases or shelves that fit a particular spot in the house • Area rugs that fit a room • Barbeque • Patio furniture: planters, garden benches and ornaments • Garden shed • Lawnmower, power washer, leaf vacuum or other 88
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