The buyer is almost always expected to start with a counteroffer, so much so that owners frequently inflate listing prices expecting this. A good broker will know how much it is inflated and guide you in this step. I usually recommend submitting a letter or email with your counteroffer. This way, the letter will include selling points on your needs and why you want them so you will be the best tenant possible. Get as specific as possible while explaining your thoughts, citing the reasons you are pushing for certain points. If you have other cheaper options, tell the owner. If the price isn’t lining up with the building’s value, say that. These talks may go back and forth so it is more than okay to follow up on the phone in one or two days. You need to know where the owner stands by then, anyway.
FOR THE MOST IMPORTANT ASPECTS, NEGOTIATE IN PERSON
Try not to talk about a price over email and text. Yes, those are easy forms of communication but it is much tougher to make progress through a screen. In deep negotiations, facial tics, eye contact, and other body language or subconscious tells can give you an edge. Through a screen, you miss out on all those aspects. If in-person isn’t possible, the phone is the next best option. Or even Skype or webchats. These still let you feel out the other party.
DON'T SAY TOO MUCH
The less you say, the better. A prolonged silence isn’t a bad move.
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