Sales price is all important in our negotiations, so significant emphasis will always be put on getting the highest price for your home. We recognize that every dollar we get is a dollar more in your pocket, so we won't "split the difference" or "settle for less". We'll push to get every dollar we can for you.
The psychology is simple: By the time a buyer is actively engaged in a negotiation, the decision has been made: they want your house. They have seriously begun dreaming about living in your home, they have picked out furniture layout and wall-paint colors. They have seen themselves at Christmas in your home and at summer pool parties.
They are not going to easily give this up - and certainly not for a few thousand dollars. If they have the money - either through loan qualification or through cash-in-the-bank - to pay what your asking, they know that they might have to pay asking price in order to do the deal. So hold out for asking price
All this hard-balling assumes that your set asking price already includes the condition of your home and that a buyer isn't having to discount that price in order to make repairs. If in the mind of the buyer or the buyer's real estate agent - your asking price is "retail", but your home is not in retail condition, then they may need to negotiate down from asking to accommodate the repairs that are needed to get the home into retail-shape.
So it's critically important for you to make sure that not only have you set your asking price to include the condition of your home but that you communicate that reality to Buyers and Buyer's agents clearly. Tell them "I'm asking $200,000 thousand for this home because the home is actually worth $220,000, but it needs a new roof which I have confirmed will cost me $20,000 to replace".
Or "I am asking $220,000 for this home because it is in retail-ready condition and we are not assuming any significant deferred maintenance need."
When your home price is set appropriately to market and to condition, and when buyers are showing interest enough to begin the negotiation process, then you are in a position of power. Keep painting the dream for the buyer and the buyer's real estate agent. Remind them of how great Christmas is around your fireplace, and how wonderful those pool parties actually are. Then watch them give you the offer that you've been waiting for.
Contact your HomeProp agent to learn more about how we serve you in negotiations, and never ourselves!