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. In our part of the country, it is typical for the stove and dishwasher (if built-in) to remain in the home. Same with garbage disposals and refridgerators. • Draperies, curtains, blinds, and shutters. Again, typically, in our part of the country, if the blinds are made to fit the windows, they generally are included with the sale. • Custom-built furniture: bookcases or shelves that fit a particular spot in the house and are attached to the wall.
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