Instead, counter at $220. Why? Because that keeps your midpoint at $200. By asking for a higher counter, you’re giving yourself more room for negotiations without actually losing anything. Maximize your negotiating power with smaller increments that favor you. DON’T: Accept DON’T: “Meet in t et in the Middle” Low-Ball Offers Look, buyers are looking for deals. But you are not a thrift store! If your house is in great condition and meets the buyer’s needs, they should be willing to pay a fair price—not haggle you down to a price that makes you regret ever listing your home. Don’t get sucked into the low-ball offer trap. If they love your place enough to want it, they should be ready to pay a price that reflects its true value. Hold your ground! DO: Be Quiet and Listen One of the most powerful tools in negotiating is silence. Yes, you read that right. Don’t feel pressured to fill every awkward moment with words. Buyers and their agents might feel uncomfortable with the silence and spill their guts, giving you crucial information that will work to your advantage. The less you talk, the more you learn. Let them show their cards before you reveal yours. Trust us, your quietness could be the key to getting the best deal! DON’T: Be Moved by Awkward Silence Don’t panic when the silence feels super awkward. The buyer makes an offer, and there’s a long pause. Don’t jump in to fill it. Let them stew in their own silence. They may be thinking, “Oh no, they didn’t like my offer. I better sweeten the deal.” Silence is your friend, so don’t feel pressured to jump right back in with a response. Let them break the silence, and you might get a more favorable counteroffer. DO: Learn What Motivates the Buyer Information is power, my friend. If you can figure out why the buyer is interested in your home, you can use that knowledge to shape your negotiations. Are they moving for work? Do they have a tight timeline? Are they a family desperate to get into a good school district? The more you know about the buyer’s
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