CHAPTER 14 Bargaining Chips
Selling is the name of the game. In earlier chapters on negotiations, we learned that counteroffers from potential buyers often include personal property, such as appliances and window treatments, since these items are must-haves that can be costly to purchase new. As a seller, you can also use extras as bargaining chips. You may make counteroffers that include appliances and other incentives to encourage the buyer to agree to a higher price. This strategy is especially effective when 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.”
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 • Barbeque or fire pit • Patio furniture: planters, garden benches, and ornaments • Garden shed • Lawnmower, power washer, leaf vacuum, or other maintenance equipment • Recreational equipment, such as ping-pong and pool tables, above-ground pools, trampolines, climbers, swing
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