the buyer has in mind.
DON'T - “MEET IN THE MIDDLE”
Even in the simplest of sales transactions, agreeing on a price to most people often means “meeting in the middle.” For instance, a buyer speaks first and offers to buy an item for $150, when the seller is expecting to sell for $200. Most sellers will unfortunately split the difference and counteroffer $175. The seller should instead counteroffer with $220 (as long as the price was not advertised at $200), 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.” If the buyer says after you say you want $200 that "how about we split the difference (aka meet in the middle), all that means is that the buyer just told you that they would be willing to pay $175. You now can negotiate the difference between the $175 and the $200 and most likely will end up north of $175.
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 from getting a lower-than-market-value price in negotiations to paying market value or even perhaps more. If buyers truly like your home better than any others, why would they pay less for it? Keep your focus and negotiate accordingly.
DO - BE QUIET AND LISTEN
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