CHAPTER 16 Bargaining Chips
Selling is the name of the game. In the previous negotiation chapters, we learned that countero ff ers by potential buyers sometimes include certain personal property, such as 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 countero ff ers that include appliances and other contents as incentives for the bidder to agree to a higher price. Th is is a particularly useful strategy when the demand for homes in your neighborhood 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 “o ff lim its.” Here are some items you may want to consider using as leverage: • Major appliances: washer, dryer, fridge, stove, dishwasher • Draperies, curtains, blinds, and shutters • Custom-built furniture: bookcases or shelves tha t fi t a particular spot in the house • Area rugs tha t fi t a room • Barbecue • Patio furniture: planters, garden benches, and ornaments • Garden shed • Lawnmower, power washer, leaf vacuum, or other maintenance equipment • Recreational equipment, such as ping-pong and pool tables, above-ground pools, trampolines, climbers, swing sets, and hot tubs • O ff ering to prepay taxes or closing costs
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