5 NEGOTIATING TACTICS THAT KILL SALE

Negotiation is a subtle art in real estate, but skilled negotiators can usually find common ground that satisfies all parties. On the other hand, using the wrong negotiation tactics can quickly sink a deal.

Negotiation tactics that should be avoided:

1.    Lowball offers: Going far below market value when you make an offer damages your credibility as a buyer and can insult the seller. The seller has a range in mind that they’ll accept, and if you’re not even approaching the low end of that range, they won’t even consider the offer.
2.    Incremental negotiations: Don’t continue to go back to the seller with small increases in your offer ($1,000 or less). The constant back-and-forth can grow tiresome and lead the seller to consider other opportunities.
3.    Avoid the “Take it or leave it” tactics: Try not to draw a line in the sand with your initial offer. The seller can get defensive and consider other offers if you immediately show that you’re unwilling to budge. Even if it’s true, don’t make a show of it.
4.    Nitpicking after inspection: if an inspection reveals a major issue, it should be factored into the final sale price. But insisting on a lower price for every minor repair can put negotiations in a stalemate.
5.    Asking for more, some buyers will request that the sellers throw in add-ons like furniture or appliances that weren’t included in the listing. Try to avoid giving the seller a reason to build resentment and think that you’re greedy.