CHAPTER 13 The Dos and Don'ts of Negotiating
Selling your home is a business transaction—one that may feel personal, but is, at its core, a structured negotiation between professionals. While the buyer and seller rarely speak directly, that doesn’t mean you’re not part of the negotiation. Your mindset, decisions, and strategy—executed through your listing agent—play a critical role in achieving the best outcome. As the seller, your job is to keep emotions in check, trust your agent’s expertise, and make thoughtful decisions with the big picture in mind. Here's how to do that effectively:
DO LET THE BUYER'S S UYER'S SIDE MAKE THE FIRS E MAKE THE FIRST MOVE
In real estate, offers come through buyer agents. Let the buyer’s agent submit their offer first, always have it in writing. The initial offer sets the floor, not the ceiling. Your agent will guide you through evaluating the offer, then help you craft a strategic counter if needed.
DON'T ACCEPT LOW-BALL OFFERS AT FACE VALUE
Low-ball offers can be common in some markets. That doesn’t mean you have to accept them— or be offended by them. Talk to your agent about how serious the buyer seems, and respond strategically, not emotionally. A strong counteroffer signals confidence and keeps the conversation moving on your terms.
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