Negotiating in real estate doesn’t have to feel like a battle. In fact, when two parties have open communication and great agents advocating for their clients, nearly any deal can come together. The key is focusing on respect, clarity, and strategy. If you approach negotiating in real estate with the right mindset, you can create outcomes where everyone feels confident and satisfied.
Negotiating the Price
- Don’t be offensive. Buying and selling a home is often an emotional process. If you truly want a property, starting with an offer that feels like an insult may set the wrong tone.
- Ask thoughtful questions. A skilled agent will reach out to the other side for insight. One of the most powerful questions: “Can you share the comps that support your asking price?” This not only provides perspective but also keeps the dialogue open.
- Respond in small amounts. Instead of making huge jumps or cuts in your offers and counteroffers, try moving in smaller increments. It shows good faith and keeps the conversation progressing without closing the door.
Negotiating Repairs
- Stick to what’s broken. Asking for cosmetic updates or “nice-to-haves” during repair negotiations can derail progress. Focus on what truly needs fixing.
- Consider a home warranty. Some items can be handled later with a warranty in place. This gives peace of mind without overwhelming the seller.
- Differentiate neglect vs. broken. Old but functional systems may not need immediate replacement. Save your requests for items that are genuinely failing or unsafe.
- Prioritize structural and safety issues. These are the most important repairs to negotiate. Minor fixes may be better left for your handyman—or even as DIY projects once you’re moved in.
Final Thoughts
Negotiating is about creating a win-win, not a win-lose. When buyers, sellers, and their agents work together with respect and transparency, deals not only close; they close with everyone feeling good about the outcome.