Example: A home listed at $540,000 received an initial offer of $500,000. The buyers then countered with $520,000. The seller considered accepting but, with their agent’s guidance, countered at $535,000. The final sale price? $530,000—a full $10,000 more than the buyers’ middle-ground offer. What to Do Instead: • Offer a smaller concession, such as 10-20%, and encourage the other party to meet you closer to your desired price. • Use their counteroffers as a gauge of how much they’re willing to pay. Mistake #3: Talking Too Much Sharing too much personal information can weaken your negotiating position. Buyers will use anything you disclose—intentionally or not—to their advantage. Example: If a seller mentions they need to sell quickly due to foreclosure or a job transfer, the buyer may interpret this as desperation and offer significantly less than market value. How to Avoid: • When asked why you’re selling, keep your response simple and neutral: “We’re looking for a change.” • Avoid discussing personal circumstances that might suggest urgency or financial strain. Mistake #4: Making the First Move Buyers often ask, “What’s your bottom line?” to pressure sellers into revealing their lowest acceptable price. Making the first move in negotiations can cost you.
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