CHAPTER 16 Bargaining Chips
Selling is the name of the game. In the previous negotiation chapters, we learned that offers by potential buyers sometimes include certain personal property, like appliances, custom light fixtures, attached TVs or window treatments, because these items are essential to the house and are expensive to purchase new. As a seller, you can also use extras as bargaining chips. You can make counteroffers that include appliances and other contents, as incentives for the buyer to agree to a higher price. This is a particularly useful strategy when demand for homes in your neighborhood is weak and prices are low. When you are selling your home, consider what you are willing to throw in to sweeten the deal and what items are "off-limits". Here are some items you may want to think about to use as leverage: • Major appliances: washer, dryer, refrigerator, washer and dryer • Draperies, curtains and blinds • Custom-built furniture: bookcases or shelves that fit a particular spot in the house • Pool table • Attached TVs and built-in speakers • Area rugs that fit a particular room • Outdoor barbeque or firepit • Patio furniture: planters, benches, and garden art
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