Negotiation Tips


Tactic #1. Use the Middleman

Your attorney’s real estate agent can act as your middleman and negotiate with your seller's representative.

Using him as a buffer will not only save you time, but it may also provide you with useful information concerning the sellers, their intentions, etc. which the other party will not disclose to you directly.

Tactic #2. Play Good Cop and Bad Cop

Like in all movies, one of the buyers plays a person who is on the seller's side, while the other one acts as a displeased party.

In this way, you will not be estranged from the seller, and will let him know that you are working on the compromise and are aware of his best interests.

Tactic #3. Wait for the Big Boss

The current tactic is somehow similar to the first one. Some third party (attorney, parents, professional friend of the family) need to see and evaluate the offer and give his or her expertise.

This is a chance to lower the seller's counter-offer and keep your positions, in addition to the waiting factor, which the seller can naturally perceive as you considering other options.

Tactic #4. Be Curious

Asking questions may reveal some valuable information from the seller and might help you to discover the reason as to why the house is being sold,  which could be your priceless leverage.

Tactic #5. Consider Compromise

If you think that you might lose and fail the whole deal at one point or another, be ready to give away something during the negotiation.

As they say, compromise means that you agreed in the end, but both of you left with a feeling that you backed off.

Tactic #6. Focus on the Ball

Remember your main goal: to get the house.

If you feel that you are stuck in negotiating some minor details, a good decision will be letting them wait till you agree on the major points.

How to Avoid Mistakes During the Negotiation

Matters not, if you are buying a house of your dreams for the first time, or just got carried away in the rush of the negotiation intensity, no one is protected from making mistakes.

#1. Be Nice

No one likes rude people. If you somehow offended your future seller during a house visit, for example, by discussing all necessary renovations and poor taste of the current owners – they probably will not want to sell their beloved house to you personally.

#2. Be Calm

Never express too much interest!

Most of the specialists agree that when sellers see how desperately you want this house to become yours, they do not believe your first offer and they will definitely counter offer.

To avoid this situation, you should always play it cool, no matter how perfect this property appears to you.

#3. Think Like A Seller

Take a different look at this situation – imagine you have to sell this house in two, five or ten years.

Will it be possible, or does it lack some basic features that, during decreasing market situation, will become essential?

#4. Get Help

Saving money on real estate agents and attorneys may cost you thousands if something goes wrong.

Be cautious with extremely cheap services, if they are significantly lower than the average market price in your area, as the lack of the professionalism may cause significant losses in the future, so pick your team carefully.

Also, do not rely solely on yourself, especially if you are going through the house buying process for the first time.

With so much information available online and information that you have, you have all chances to spend all your time researching and analyzing before you can proceed to close the deal.

#5. Do Not Expect the Price to Get Lower After Inspections

Bid lower than you can pay, and make your final offer with the most comfortable price that you can afford.

Repairs after the inspections most likely will not cost the seller millions, so do not keep your hopes high on this account.

Consider any future revealed issue as a possible subject of renegotiating on some points, although be ready to go through with what you have already signed up for.

#6. Sign Cautiously

Make sure you acknowledge all terms and realize all liabilities before you sign any documents.

Once you sign the contract, there is no way to make amendments without renegotiating and signing a new one, which may fail to happen at all.

#7. Calculate All Future Costs

Budgeting is essential during the purchase, as the amount that you pay is not just the price of the house.

Besides payments to the agent and attorney, there are escrow payments, deposit and down payments, the title search and insurance, and many more.

You definitely need to estimate your abilities and decide for yourself, if you can manage it.

What If There Are Multiple Offers?

In a seller's market, you probably will not be the only one wishing to buy the same house.

Sellers might be considering several offers at the same time and making decisions basing on the best offer that is available to them.

They may also play with one potential buyer, sending him a counter-offer and say no to all the others.

You, as a buyer, will never know although there are main points on how to stand out in the case of the multiple offers.

The best way to protect yourself from failing is to simply make your offer better than what others have made. Usually, your real estate agent will be able to tell if there is a chance for the existence of multiple offers, and you should act accordingly.

At first, receiving a pre-approval for the mortgage will be a good start to becoming the best potential seller's choice as the statement is issued based on your credit report, bank statements, etc. and it shows your ability to pay for your possible purchase.

Also, let the seller know the financial options that you have: some mortgage conditions and funding programs are more attractive and may influence seller's decision.

Bid close to his price — there is no much sense in offering significantly less than he wants on a market that is selling.

By doing this, you will save your time on continuous counter-offering process.

It would be helpful to review the contingencies list because the fewer clauses you have there, the more attractive your offer appears to the seller.

However, it is recommended not to remove home inspection, as the seller will not be liable for any uncovered issues with the house, and you will have to pay for the repairs on your own.

Showing your intentions by making a large good faith deposit and down payment usually convinces the owner of  your commitment and may finally tilt the balance towards your proposal.

Negotiating the price is a very stressful period in a house buying process.

You are not sure what the result would be, and exactly how much money you will spend.

In any case, keep in thought that the owner is interested in selling his home, and you are willing to buy it. With a little time and energy, you will be able to do it!


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Ricardo Medeiros

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Recent Blog Posts

When preparing your home for sale, you need to fix things up, declutter, perhaps slap a fresh coat of paint on a few walls. That’s all part of getting your property ready for buyers.

But there’s another type of preparation that you also need to do. And, the sooner you do it, the less stressful your move will be.

You need to get all your paperwork together.

Here’s what to gather:

  • Property documents such as deeds, easements, surveys, liens, etc.
  • Mortgage documents, plus any other loans (i.e., line of credit) that use the property as collateral.
  • Maintenance and service agreements that may continue with the new owners.
  • Warranties and guarantees that are transferrable to the new owners.
  • Recent utility bills, such as water, electricity, etc.
  • Rentals (i.e., water heater rental.)
  • Home security agreements and codes.
  • Contracts for any work done on an ongoing basis. For example,
         lawn maintenance.

Getting these records together early will ensure you’re not scrambling at the last minute to find them. Some of these documents, such as warranties, also make for attractive selling features.


When considering whether or not to sell their home, many people think about market conditions. They consider whether it’s a buyer’s or seller’s market. They look at trends. They try to time the sale to get the best price for
their property.

While market conditions certainly can play a role in deciding whether you should sell now rather than later, many other factors can influence that decision too.

For example, you might have outgrown your home and need more space. Perhaps you need an extra bedroom or a larger kitchen. If you wait until market conditions are perfect, you may languish for months — or even years — in a home that’s too small for you.

The same can be said for downsizing.

Another “non-market” reason you might want to sell your home sooner rather than later is the neighbourhood. Is there another community more suited to your lifestyle that you want to get into? If it’s a particularly desirable area, you don’t want to wait too long to make a move. If you do, you might lose some good opportunities.

There’s also the emotional side of the decision to consider. You might simply want to move for no other reason than you need a change. That’s as good a reason as any to put up the For Sale sign and find your next dream home.

Other non-market reasons for selling include:

  • Wanting a shorter commute to work.
  • Desiring a different style of neighbourhood. (Rural rather than urban.)
  • A change in family situation.
  • Living closer to relatives and friends.
  • Wanting a particular property feature, such as a backyard with
    mature trees.

The point is, don’t just consider market conditions when deciding to sell. Look at all the reasons and then move forward with confidence. After all, you can sell and buy in any market.


What is it about your property that stands out? What will buyers like most about it? What are your home’s most enticing features?
Answering those questions will help you determine which features to emphasize when selling your home. After all, you want buyers to notice and appreciate your property’s best characteristics.
But here’s the challenge...
It can be difficult to determine which features of your home are particularly desirable to buyers. You live there! So, there might be a fantastic characteristic of your property that you’ve gotten used to. You might not even realize its value.
One way to gain perspective is to ask friends, “What is it about our property that you like most? What stands out to you?” Ask them to be candid. Often, they’ll reveal characteristics about your home that may surprise you. You’ll definitely gain insights that will help you when listing.
Another technique is to compare your property to others in the neighbourhood. Buyers often target neighbourhoods, so realizing how your home stands out can be helpful when marketing it. For example, your property might have a larger backyard than most others on the street, or it might have a lot of recent upgrades.
Another way to discover your home’s most attractive features is to talk to me. I can tell you what buyers will like most about your property.