CHAPTER 16 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, custom lighting fixtures, or window treatments, because these items are essential to the house and are expensive to purchase new. As a seller, you can also use extras as bargaining chips. You can make counteroffers that include appliances and other contents as incentives for the bidder to increase his price. This is a particularly useful strategy when demand for homes in your neighborhood is weak and prices are low. When you are selling your home, consider what you are willing to throw in to sweeten the deal, and what items are off-limits. Here are some items you may want to think about to use 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 • Area rugs that fit a particular room • Barbeque • 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 96
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