CHAPTER 13 The Dos and Don'ts of Negotiating (Because sometimes the art of the deal feels more like a high- stakes game of poker than a walk in the park) Selling your home is a business transaction. Yes, we know—it’s hard to see it as just a business deal when you’ve spent years baking cookies in that kitchen or laughing with friends on the porch. But no matter how much sentimental value it holds for you, it’s ultimately about buyers negotiating to purchase a seller’s home for an agreed-upon price. This is your money on the line, and opinions, emotions, and ego can derail your efforts faster than a distracted squirrel on a tightrope. So, let’s walk through the dos and don'ts to help you stay sharp and avoid any unnecessary detours. DO: Let the Buyer Speak First Patience is key when dealing with interested buyers. If you rush to tell them what you’ll accept, you might end up revealing your hand too soon. It’s like showing your cards in a poker game—don’t do it! Let the buyer make the first move. Trust us, it’s always better to let them go first. Just think of it as a lawnmower at a yard sale. If the buyer offers $200, and you were expecting $125, let them speak first! That way, you know what they’re willing to pay, and you have the upper hand when it’s time to make your counteroffer. Sure, “meeting in the middle” seems like the natural thing to do, but it’s not always your best move. Here’s the scenario: Let’s say the buyer offers $150 for a mower (or your house), and you were thinking of selling for $200. Many sellers would happily split the difference and counter at $175. But hold up! Don’t do that. 70
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