CHAPTER 14 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 or furniture. As a seller, you can use extras as bargaining chips as well. You may make counteroffers that include appliances and other incentives for the buyer to agree to a higher price. Offering for the awesome bar stools to remain is a nice touch because they usually fit the space well. Sometimes lawn care equipment is included if the seller is moving to a condo or another state. Keep in mind that if the buyer decides you are asking too much for the appliances, especially if they are older. the buyer may decline including them in the sale. It can be a hassle to move appliances so be sure you are prepared to do so if you are being overly aggressive on terms. Including desirable items is a particularly useful strategy when the 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 • 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. • Lawnmower, power washer, leaf blower, or other 98
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