and countero ff er $175. By keeping the splitting point in the seller’s favor by countero ff ering $220, the mid-point is now $200. Th e buyer may take the o ff er or agree to $205, which is slightly more than what the seller planned to ask for. Maximize your negotiating by countero ff ering in small increments. Avoid following human nature by “meeting in the middle.” DON'T ACCEPT LOWBALL OFFERS Home buyers look for deal s. Th ink how quickly you would jump at a home selling below market value and in perfect condition that meets your every need . Th at situation rarely happens, but that doesn’t mean buyers won’t make lowball o ff ers. If they see your house as the perfect home, they may switch their priority to getting a lower-than-market-value price in negotiations. If buyers truly like your home better than any other, then why would they pay less for it? Keep focused and negotiate accordingly. BE QUIET AND LISTEN Whether you are approached by the buyer or the buyer’s agent, remaining quiet is one of the best ways to negotiate the sale. Developing a feel-good, overly friendly relationship with either can interfere with your focused e ff orts to sell your home quickly and for a fair price. Buyers uncomfortable with your quietness may want to break the silence by giving information that would be crucial to know. Again, the more knowledgeable you are about the buyer—rather than the other way around—the better positioned you will be in negotiations. DON'T BE MOVED BY AWKWARD SILENCE When you are negotiating, and the buyer makes an o ff er, don’t feel compelled to respond immediately. Whether it be 10 seconds or 10 minutes, make the buyer or his agent spea k fir st . Th ey may see your silence as disappointment and choose to revise the o ff er
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