Negotiating
The Negotiation Guide
Negotiation is less about being tough and more about being prepared. Here's how I approach it on your behalf.
People picture real estate negotiation as two agents arguing about price. In reality, the best negotiations are quiet, well-prepared and focused on what each side actually needs. My job is to get you the best outcome while keeping the deal together.
Principle 1: Information is leverage
Before any offer or counteroffer, I want to know as much as possible about the other side:
- Why is the seller selling, or what does the buyer need?
- What’s their timeline? A relocation, an estate, a new build that’s almost finished?
- How long has the home been on the market, and has the price changed?
- What does the data say the home is worth, not what anyone hopes it’s worth?
A lot of this comes from simply asking the other agent the right questions, and listening.
Principle 2: Price is only one lever
Some of the most valuable concessions cost the other side very little:
| Lever | Why it can matter more than price |
|---|---|
| Closing date | A seller who needs 60 days, or 15, may value timing over a few thousand dollars. |
| Rent-back | Letting a seller stay after closing can win a competitive offer. |
| Repair credits | Often cleaner than asking the seller to make repairs. |
| Closing cost help | Can reduce the cash a buyer needs to close. |
| Contingencies | Fewer or shorter contingencies reduce risk for the seller. |
| Included items | Appliances, furniture, a hot tub, a riding mower. |
When we know what the other side values, we can give on what’s cheap for you and hold firm on what matters.
Principle 3: Decide your walk-away before you start
Emotions run high in real estate. Before we write an offer or review one, we’ll agree on your limits: maximum price, minimum net, must-have terms. Having that decided in advance keeps you from making a decision in the heat of a bidding war that you’ll regret later.
Principle 4: Tone matters
Being reasonable, responsive and professional gets better results than playing hardball. Agents remember who was easy to work with. When a seller has two similar offers, the one from the buyer whose agent made the process smooth often wins.
In a multiple-offer situation (as a buyer)
- Get fully underwritten pre-approval if possible, not just pre-qualification.
- Consider an escalation clause carefully. It can help, but it also tells the seller your maximum.
- Shorten timelines where you safely can, such as a quick inspection period.
- Be thoughtful about waiving contingencies. Waiving inspection or appraisal protection is a real risk. We’ll weigh the risk together, and sometimes the right move is to let a house go.
When you receive multiple offers (as a seller)
- Set a clear offer deadline so every buyer has a fair shot.
- Compare net proceeds and certainty, not just top-line price.
- Consider a “highest and best” round when offers are close.
- Counter strategically. You can counter more than one buyer, but be careful and transparent about it.
After the inspection
This is the second negotiation, and often the one that matters most. The key is separating real issues (safety, structural, major systems) from cosmetic ones. A focused, reasonable request is much more likely to be accepted than a long list of everything the inspector noted.
Want a second set of eyes on an offer, or an agent in your corner for the next one? Let’s talk.
