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    7 Real Estate Negotiation Tactics That Work

    Successfully selling your property is about more than getting offers—it’s also about navigating the negotiation process...

    • Josh Dawson
    • February 6th, 2024
    • 4 min read

    Successfully selling your property is about more than getting offers—it’s also about navigating the negotiation process with savvy. Effective negotiation tactics can make or break a home sale, even in a great situation (like a bidding war). In this post, I’ll cover seven powerful negotiation tactics that will help you secure the best possible deal.

    I'll also explain how you can use pricing as a strategic positioning tool and how the list price is just an invitation.

    1. Aspirational Pricing

    One pricing strategy is when you list it higher than the relevant properties while leaving room for negotiation. This strategy aims to attract a buyer who is willing to pay more than the perceived market value.

    2. Perceived Market Value Pricing

    Another pricing approach is listing your property in line with relevant comparables, especially in parity to those that are currently under contract. Current data show that this is where most sellers price their property in Central Ohio, as homes sold for an average of 96.6% of their original list price in January 2024.

    3. Event Pricing

    When you list at a price a little below relevant properties to stand out and to create an auction-like environment that generates offers and momentum, you can then aim to win with a negotiation advantage as opposed to a pricing advantage. This strategy has clear advantages that you should consider when listing your property. 

    4. Be Informed and Transparent

    Knowledge is power in real estate negotiations. Stay informed about the current market conditions, recent sales in your neighborhood, and any relevant economic factors. When engaging with potential buyers, be transparent about your reasons for selling and any factors that may influence the negotiation. An open and honest approach builds trust and can facilitate smoother negotiations.

    5. Create a Sense of Urgency

    When potential buyers know there's a ticking clock on a home, it can encourage them to make decisions faster. You can do this by putting a deadline on your counteroffer (to start the clock ticking) and disclosing when you have multiple offers (to create a sense of competition). Another option? Try scheduling limited-time open houses or private viewings. By restricting access, you're subtly signaling that the opportunity is fleeting. Harnessing these tactics can instill a sense of urgency among buyers, prompting quicker and more decisive actions that can work in your favor during negotiations.

    6. Stay Flexible on Closing and Move-In Dates

    Flexibility in terms of closing and move-in dates can be a valuable negotiation tactic. Accommodating the buyer's timeline can make your property more appealing, especially if they have specific requirements or constraints. This flexibility can also position you as a reasonable and cooperative seller, fostering a positive negotiation environment and encouraging flexibility on the buyer’s part as well.

    7. Hire Professional Representation

    Having a skilled and experienced real estate agent by your side is perhaps the most crucial negotiation tactic. A seasoned agent understands the intricacies of the market, has honed negotiation skills, and can advocate for your best interests. Their expertise will be invaluable in navigating complex negotiations, handling counteroffers, and ensuring a smooth closing process. This may be your first or second time in a real estate negotiation, but it may be the 250th time for a seasoned agent. 

    In conclusion, successful real estate negotiations require a strategic approach and a thorough understanding of market dynamics. By implementing these seven proven tactics, sellers can enhance their position, attract more favorable offers, and ultimately achieve a successful and lucrative sale. If you're considering selling your property, don't underestimate the importance of effective negotiation – it could make all the difference in securing the best possible deal.

    Ready to get started?

    Let's get your price for your property on your timeline. There's no better time than right now.

    Let's Go

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    About the author

    Josh Dawson

    614.706.6288
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    Buying or selling real estate is more than a transaction—it’s a major life decision. You deserve a guide who brings not just experience, but clarity, strategy, and trust to the table. That’s where I come in. I was born and raised in Fostoria, Ohio—a blue-collar factory town where your word meant everything and people treated each other with respect. I come from a family of military veterans, tradesmen, and kind-hearted Midwesterners who taught me to do good, be good, and work hard. I carried those values with me to Ohio Wesleyan University, where I played football and graduated with the same commitment to perseverance and teamwork I bring to every client relationship today. My real estate career began not in Central Ohio, but as part of a Wall Street Journal Top 100 Team in Boston—one of the fastest-moving, most competitive markets in the country. Before real estate, I served in senior political roles, including State Director for the Massachusetts State Treasurer and Legislative Director in the State Senate. I even ran for State Representative and earned an endorsement from The Boston Globe—because I’ve always been driven to serve people, solve complex problems, and lead with integrity. Today, I bring those same values into my work as a real estate professional and former managing broker. I’ve led agents, negotiated complicated transactions, and taught hundreds of professionals how to master real estate contracts. I don’t just understand the fine print—I’ve taught from it. That insight often helps me make small but strategic contract adjustments that protect my clients or save them tens of thousands of dollars. I currently serve on the Columbus Realtors Broker Advisory Committee and am the Past-President of the Greater Dublin Realty Association, where I continue to advocate for professionalism, education, and client-first service across our industry. Clients know me for my steady communication and proactive approach. I hold weekly check-ins to ensure no one ever wonders, “What’s happening?” or “What’s next?” Whether I’m guiding a family through an emotional sale or helping a first-time buyer make a strong start, I act with clarity, empathy, and your long-term goals in mind. When I’m not working, you’ll often find me coaching my daughter’s softball team, spending time with my family, or fishing and boating in Port Clinton, where my parents now live. I live in Dublin with my amazing wife and our two beautiful daughters—and I consider it an honor to serve families across Central Ohio with focus, care, and professionalism. If you're ready to move forward with purpose, I’m here to help you do it wisely.

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