15 BARGAINING CHIPS
Selling is the name of the game. In the previous negotiation chapters, we learned that counter offers 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. You as a seller can use extras as bargaining chips as well. You may make counter-offers that include appliances and other contents as incentives for the bidder to agree to a higher price. This is a particularly useful strategy when demand for homes in your neighborhood is weak, and prices are low.
If you are selling your home, consider what you are willing to throw into 'sweeten the deal' and what items are off limits.
Here are some items you may want to think about to use as leverage: • Major appliances: washer, dryer, fridge, stove, dishwasher • Draperies, curtains, blinds and shutters • Custom-built furniture: bookcases or shelves that fit a particular spot in the house • Area rugs that fit a particular room
97
Powered by FlippingBook