K.M. Minemier & Associates is a certified Woman Owned Small Business (WOSB) engaged in full service real estate asset management and marketing.

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5 Negotiating Tactics That Can Hinder a Sale

August 15, 2019

Negotiation is a subtle art in real estate, but skilled negotiators can usually find some common ground that satisfies all parties. On the other hand, using the wrong negotiation tactics can sink a deal pretty quickly. Here are some negotiation tactics buyers (and real estate professionals) may want to avoid:

1) Lowball offers: Going far below market value when you make an offer can damage your credibility as a buyer and may be insulting to the seller. The seller typically has a range in mind that they’ll accept, and if you’re not even approaching the low end of that range, they likely won’t even consider the offer.

2) Incremental negotiations: Consider not going back to the seller with small increases in your offer ($1,000 or less). The constant back-and-forth can often grow tiresome and may lead the seller to consider other opportunities.

3) “Take it or leave it”: Try not to draw a line in the sand with your initial offer. The seller can often get defensive and consider other offers if you immediately show that you’re unwilling to negotiate (even if it’s true)

4) Nitpicking after inspections: Obviously if inspections reveal a major issue, it should be factored into the final sale price. But insisting on a lower price for every minor repair can often put negotiations in a stalemate.

5) Asking for more, more, 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 up resentment and think that you’re being greedy.


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