CHAPTER 16 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, custom lighting fixtures, or window treatments, because these items are essential to the house and are expensive to purchase new. As a seller, you can also use extras as bargaining chips. You can make counteroffers that include appliances and other contents as incentives for the bidder to increase their price. This is a particularly useful strategy when demand for homes in your neighborhood is weak and prices are low. When you are selling your home, consider what you are willing to throw in to sweeten the deal and what items are off-limits. Here are some items you may want to think about 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 particular room
Barbecue
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