CHAPTER 14 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 and window treatments, because these items are must-haves that are expensive to purchase new. As a seller, you can use extras as bargaining chips, as well. You may make counteroffers that include appliances and other contents as incentives for the bidder to agree to a higher price. This is a particularly useful strategy when the demand for homes in your neighbourhood is weak and prices are low. When you’re selling your home, consider what you’re willing to throw in to sweeten the deal, and what items are “off limits.” Here are some items you may want to consider using as leverage: • Major appliances: washer, dryer, fridge, stove, dishwasher • Draperies, curtains, blinds, and shutters 124
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