sizes, and personalities, but no matter what, stay level-headed and professional. For example, whether the buyer has an inflated ego and seems like a know-it-all, or acts like the sweetest person you’ve ever met, you need to make sure it does not affect you; put your emotions aside so you can stay focused and get the best deal. Now that we’ve looked at what you should do during negotiations, let’s dig into what you shouldn’t. DON’T “meet in the middle”: Even in the simplest of sales transactions, agreeing on a price often includes “meeting in the middle.” This might sound like a good compromise for both parties, but the truth is, it usually only works in one party’s favor. Maximize your negotiating by counter offering in small increments. DON'T lose the advantage of being able to counteroffer. Let the buyer speak first and start off the negotiations. When a buyer makes an offer to you, unless it’s a fantastic one, you should bring counteroffers to the negotiating table. Counteroffers could be a different price, and/or concessions—such as shorter closing dates, terms, modifications of contingencies, or incentives. Since there is no limit to the number of times counteroffers can be made, make sure the buyer has to wait for your response. Again, let the buyer speak first! DON’T accept lowball offers: Home buyers look for deals. If they see your house as the perfect home, they might try to get a lower- than-market-value price in negotiations. But remember, if buyers honestly like your home best, then why would they pay less for it? Keep focused and negotiate accordingly. DON’T over-share: We’ve talked about this in the section on common mistakes made by sellers during negotiations. Don’t
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