Skip To Content

5 Negotiating Tactics That Kill a Sale

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:

  1. 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.
  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. “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.
  4. 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.
  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.

Trackback from your site.

Lori Nasoff

With over 13 years as a trusted advisor, I have partnered with hundreds of clients looking to make Lake Norman their home or moving on to their next chapter. Our team takes this responsibility with the utmost of seriousness and commitment and it shows as we turn clients into Raving Fans and those Raving Fans into forever friends! We provide white glove service that exceeds other realtors, every day, in every way. We partner with you to proactively navigate through the complexities of buying or selling, to translate some of the more difficult situations and help you come out on top! We strive to make your experience one of success, ease and joy. We do what we love and love what we do! With every set of keys we hand over, we expand our family to include yours.

Leave a Reply


About our blog

Our agents write often to give you the latest insights on owning a home or property in the local area.