6 Real Estate Negotiation Strategies from an Expert

6 Real Estate Negotiation Strategies from an Expert

Clinton, New Jersey, with its historic charm, picturesque landscapes, and small-town feel, has captured the hearts of many. Nestled beside the serene South Branch of the Raritan River, the town's iconic Red Mill provides a backdrop that seems straight out of a postcard. Strolling along the streets lined with quaint shops and eateries makes it easy to understand the allure of calling this place home. But with such appeal comes competition, and whether you're buying or selling a property in Clinton, mastering the art of negotiation becomes paramount.

The real estate journey can be a rollercoaster of emotions and surprises, and being well-versed in negotiation strategies helps ensure a smoother transaction process. Read on to demystify the strategies that have proven time and again to be effective.

The power of inclusions in real estate negotiation

What are inclusions?

In real estate, inclusions refer to items or features of a property that are included in the sale. These aren't just the bricks, beams, and land but the specific details and movable objects that can either remain or be taken away when the property changes hands.

Typical inclusions

Inclusions often include appliances (refrigerators, stoves, dishwashers), window treatments (drapes or blinds), lighting fixtures, or outdoor elements like a storage shed or garden plants. However, the list is vast and varies significantly from one property to another.

The importance of inclusions in negotiation

Inclusions can add significant value for a buyer, saving them from potential additional expenses post-purchase. For sellers, offering or withholding specific inclusions can become leverage points, allowing them to adjust the overall package to make the property more attractive or to achieve a desired sale price. Most importantly, clear communication about inclusions can prevent post-sale disputes, ensuring both parties walk away from the deal content and with a clear understanding of what they're receiving.

The influence of confident language in negotiations

In the world of real estate, words wield power. Adopting a confident language during negotiations can make a profound difference. When individuals articulate their terms, needs, and concerns with assurance, it portrays them as informed and credible and sets the tone for the discussions. A confident demeanor signals to the other party that you are committed, serious, and knowledgeable about the deal, which results in more respectful exchanges, swifter decision-making, and outcomes that align closely with your initial objectives. Remember, confidence doesn't mean arrogance; it's about showcasing commitment with clarity.

Understanding what's on the negotiation table

In the diverse arena of real estate transactions, it's essential to recognize that not just the property's price tag is up for discussion. An array of items and terms can be negotiated and tailored to meet the buyer's and seller's unique needs and desires. Let's delve into some of these negotiable elements.


Arguably the most recognized negotiable aspect, the property's price is often the starting point for most negotiations. While market value and comparable sales play a significant role in determining the initial listing price, various factors, such as how long the property has been on the market, the urgency of the seller, or the current demand, can lead to price adjustments.

Closing costs

These are the fees and expenses paid at the end of the real estate transaction. Typically, buyers bear the brunt of these costs, but there's room to negotiate. Sellers may agree to cover some or all of these expenses, especially if they need to close the deal swiftly or if it's a buyer's market.


After a home inspection, there may be certain repairs or improvements that the buyer wants addressed before finalizing the purchase. The repairs become a negotiation point where the seller might agree to make the necessary fixes or offer a price reduction to allow the buyer to handle the repairs post-purchase.


As discussed earlier, inclusions are specific items or features of a property included in the sale. These can be vital negotiation points, from major appliances to specific light fixtures. Their value isn't just monetary but can also be emotional, especially if there's a unique item that a buyer is particularly attached to or a seller is sentimental about.

Embracing the counteroffer: A standard step in the dance

One of the defining moments in a real estate negotiation is the inevitable arrival of the counteroffer. If you're new to real estate dealings, this might feel like a setback or even a rejection, but rest assured, it's anything but that.

Expecting the counteroffer

In many ways, a counteroffer is an affirmation. It signifies that the other party is genuinely interested but is seeking adjustments to align the terms with their preferences or comfort level. Rather than viewing it as a roadblock, think of a counteroffer as a bridge for both parties to meet halfway.

Navigating the counteroffer

When presented with a counteroffer, approach it with an open mind. Evaluate the terms and consider where you're willing to make compromises. Counteroffers are common and a powerful tool for fine-tuning the details of a deal. Remember, the end goal is a mutual agreement that serves the interests of both the buyer and the seller.

Patience and realism: Guiding principles in negotiation

As you enter the world of real estate negotiations, be anchored by two pivotal attributes: patience and realism. Negotiations can sometimes be a lengthy process, and there will inevitably be moments of tension or uncertainty. However, staying patient allows clearer decision-making, ensuring you don't rush into a less-than-ideal agreement.

Alongside patience, approach negotiations with realistic expectations. While it's natural to aim for the best possible terms, it's equally vital to acknowledge the market's realities and the other party's needs. Striking a balance between aspiration and realism, complemented by patience, ensures that the winding journey leads to a satisfying destination for all involved.

The value of expertise in real estate negotiations

Real estate negotiations are intricate and filled with nuances. While it's possible to navigate it alone, having an experienced real estate agent by your side can be the difference between a good deal and a great one. An expert not only brings a wealth of knowledge on market trends and negotiation tactics to the table but also acts as an advocate, ensuring your interests are always front and center.

If you're looking for a seasoned professional with a proven track record in securing the best deals, connect with Realtor® Freeman Smith. He is committed to helping you every step of the way, whether you are buying or selling a home in Clinton or the Portland area.

Work With Freeman (Jeff)

Freeman's goal is to simplify a very complicated process and arrive at the very best for you, the client. With over 40 years of sales and negotiating experience, your needs will be placed before everything else.

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