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5 Negotiating Tactics That Kill A Sale

June 28, 2018

 

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) should avoid.

 

LOWBALL OFFERS

Going far below market value when you make an offer damages your credibility as a buyer and can be insulting to 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.

 

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.

 

"TAKE IT OR LEAVE IT"

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.

 

NITPICKING AFTER INSPECTION

Obviously if 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.

 

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.

 

Working with an experienced agent will afford you the ability to avoid these pitfalls & (hopefully) get you what you want. It's important that all parties feel good about the end result and a realtor with a proven track record of success is someone you should get in your court. 

 

If you have any questions or would like any more information, don't hesitate to reach out to us! 

 

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