speaks first and offers to buy an item for $150, when the seller is expecting to sell for $200. Most sellers will split the difference and counteroffer $175. The seller should instead counteroffer with $220, which keeps the midpoint at $200. The buyer may take the offer or agree to $205, which is slightly more than what the seller planned to ask for. Maximize your negotiating by counter- offering in small increments. Avoid following human nature by “meeting in the middle.”
DON’T ACCEPT LOW-BALL OFFERS
Homebuyers look for deals. Think how quickly you would jump at a home selling below market value and in perfect condition that meets your every need. That situation rarely happens, but that doesn’t mean buyers won’t make low-ball offers. If they see your house as the perfect home, they may switch their priority to getting a lower-than-market-value price in negotiations. If buyers truly like your home better than any others, then why would they pay less for it? Keep your focus and negotiate accordingly.
DO BE QUIET AND LISTEN
Whether you are approached by the buyer or the buyer’s agent, remaining quiet is one of the best ways to negotiate the sale. Developing a feel-good, overly friendly relationship with either can interfere with your focused efforts to sell your home quickly and for a fair price. Buyers uncomfortable with your quietness may want to break the silence by giving information that would be crucial to know. Again, the more knowledgeable you are about the buyer — rather than the other way around — the better poised you will be in negotiations.
DON'T BE MOVED BY AWKWARD SILENCE
When you are negotiating and the buyer makes an offer, don’t feel compelled to respond immediately. Whether it be 10 seconds
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