Like any sale transaction, buyers have a price in mind, even if it is a lawn mower at a yard sale. They might be willing to pay $200 for the mower, but when they ask, you say $125. Do not lose the advantage of being able to counteroffer rather than offer first. Let the buyer speak first. That’s why it’s called an offer. It will either be an offer you can accept — or you will at least have more knowledge about what price the buyer has in mind. DON'T "MEET IN THE MIDDLE" Even in the simplest of sales transactions, agreeing on a price often includes “meeting in the middle.” For instance, a buyer speaks first and offers to buy an item for $150, when the seller is expecting to sell for $200. Most will split the difference and counteroffer $175. By keeping the splitting point in the seller’s favor by counteroffering $220, the mid-point is now $200. The buyer may take the offer or agree to $205, which is slightly more than what the seller planned to ask for. Maximize your negotiating by counteroffering in small increments. Avoid following human nature by “meeting in the middle.” DON'T ACCEPT LOWBALL OFFERS Homebuyers look for deals. Think how quickly
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