Knowing how to negotiate when selling a house can make the difference between an average sale and one where you walk away with way more money. Buyers, agents, and the market influence the deal, so knowing how things work keeps you in the driver’s seat. When you know what to say, when to push, and when to hold firm, you’re far less likely to leave money on the table.
Strong negotiation skills help you avoid common pitfalls, like agreeing to unnecessary concessions or misreading a buyer’s motives. With the right knowledge, you can keep the process moving smoothly and confidently. Whether you’re selling for the first time or the fifth, mastering negotiation is one of the smartest moves you can make.
Connect With a Top Agent For Successful Negotiations
Top agents sell homes faster and for more than average agents and are in their clients’ corner. They also come with an array of skills and experiences, including in negotiation.
To offer some insight, we’ve interviewed top real estate agents to round up some of the best real estate negotiation strategies when selling a house in 2026.
1. Know the housing market
In September 2025, existing-home sales rose by 1.5% month-over-month, reaching a seasonally adjusted annual rate of 4.06 million. Compared to last year, sales increased by 4.1%, showing steady growth in the market.
The median sales price for existing homes grew by 2.1% year-over-year, reaching $415,200. Meanwhile, unsold inventory rose 1.3% month-over-month to 1.55 million units, a 4.6-month supply, reflecting a balanced market.
Mortgage rates continue to influence buyer activity, with the 30-year rate remaining in the mid-6% range. According to a survey by HomeLight, the majority of lenders (37%) report that many buyers are waiting for rates to drop to around 5.75% before making a move.
These trends show that the market remains active, but rising inventory and mid-6% mortgage rates mean buyers have more options and may negotiate harder. Sellers can still benefit from high selling prices, but it’s important to price strategically and be prepared for negotiations.
Highlighting upgrades, move-in readiness, or unique features can make your home stand out and justify a stronger offer. Timing your sale and understanding what buyers value most can help you navigate counteroffers effectively.
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Sarah Carlson Real Estate Agent
Sarah Carlson Real Estate Agent at Realty One Group Choice
Currently accepting new clients
- Years of Experience 24
- Transactions 179
- Average Price Point $329k
- Single Family Homes 148
2. Keep your eye on the competition
To stay competitive, sellers need to keep abreast of trends of comparable nearby properties, also known as comps. “I always check right before the home goes on the market,” explains top agent Sarah Carlson from Blaine, Minnesota.
“You have to know what your competition is. To stay in the driver’s seat, you have to have your price perfect, or you’ll be chasing after the market; you have to be right there on that cusp.”
Carlson also recommends being humble and pricing a little lower to attract more buyers who will compete with one another.
3. Enlist a top agent with rock-solid negotiation skills
A top agent who has negotiated many successful real estate deals knows the difference between a great deal and a poor one.
“If the seller doesn’t have any experience in this market and someone comes in and says, ‘I’ll give you full price, and I want you to pay a few thousand in closing costs,’ they might say, ‘oh, that sounds awesome,’” explains Carlson, emphasizing how price isn’t the only factor to consider when evaluating offers.
“Agents know about things like appraisal gaps and escalation clauses to boost the sale, so if you don’t know what’s going on, you won’t get the most for your money.”
4. Keep your list of upgrades handy
Buyers often bring up things they don’t like about a property as a way to negotiate a lower offer. For example, they may not like the wallpaper, the color of the paint, or something else.
“Be prepared and ready to counter by telling them the positives to the negatives to prove your house is worth the price,” advises Carlson. “You can counter them with, ‘Hey, but I also put in a new furnace and a new AC.’”
Carlson says she starts by listing what the seller has done. “That’s my job as a listing agent. I’m writing a huge list of all the updates and upgrades even before they come in the door because that counters any negatives.”
5. Swap personal items for closing costs
Carlson says trading personal property for closing costs is a negotiation strategy that can sometimes work. When a buyer points out an issue and tries to talk the seller into paying closing costs, a seller can offer an item they don’t really care about (or wish to move) of equal value.
For example, the seller can say, “I’ll give you this hot tub or pool table” instead of paying your $5,000 closing costs. Is that stuff worth $5,000? Sure. Is it worth it to the buyer? Maybe.
This approach can help sellers maintain their bottom line while still accommodating buyers’ requests. It also creates a win-win scenario where both parties feel like they’re getting something valuable. When used strategically, swapping personal items can be an effective tool in your overall negotiation plan.
>>Learn more: Want to see how much you could save on closing costs? Use our closing cost calculator to get a quick estimate and make smarter decisions for your sale. It only takes a minute, and the results could help you negotiate with confidence.
6. Learn what motivates buyers
Understanding the buyer’s motivations is key to shaping your negotiation strategy. By knowing what drives them, you can gain the upper hand at the bargaining table and increase your chances of securing a successful sale.
Here are some key buyer motivations to consider:
- Emotional connection: Many buyers are emotionally driven when buying a home. If they see your property as the perfect place to settle, they may be willing to offer more or move quickly to secure it.
- Financial constraints: Buyers on tight budgets are often looking for a deal and are almost always determined to ask for concessions, such as repairs or closing cost assistance. By anticipating these preferences and requests, you can handle negotiations better without overextending your resources.
- Urgent transition: Some buyers may be motivated by time-sensitive factors, such as a job relocation or lease expiration. Recognizing this urgency can help you negotiate faster and with more flexibility.
- Market conditions: In a competitive market, buyers might be motivated by fear of missing out on a good deal. This can be leveraged to your advantage, knowing that they might act quickly to avoid losing the opportunity.
7. Waive the inspection contingency with a pre-sale inspection
One of the biggest deal breakers is the inspection contingency clause. An inspection contingency allows buyers to back out of a sale or request repairs if the home inspection uncovers problems. By addressing potential issues before listing, sellers can take control of the process and reduce surprises.
Carlson encourages sellers to do a pre-listing home inspection, especially in older homes, to avoid buyers walking away or delaying the sale due to inspection issues. This way, sellers know about any issues ahead of time.
“Sellers will likely need to fix some things, but they’ll get a clean offer that goes right to pending when they do a pre-listing inspection,” says Carlson. “They won’t be waiting for a surprise after an inspection and have to do all those repairs.”
Carlson says if a seller hopes to get “a bunch of offers that aren’t contingent on inspections, a pre-listing inspection is the way to do it.”
On the other hand, if you don’t want to do a pre-listing inspection or get involved in hiring contractors for repairs, consider working the cost of repairs into the closing.
“If there’s a list of repairs, we are proponents of giving a credit on closing costs or price, so the seller doesn’t need to do those repairs,” says Marc Takacs, a top-selling agent in Atlanta. Takacs explains that this also benefits the buyer since it allows them to “control the quality and level of work.”
8. Set a deadline on offers and requests
Putting a time limit on your counteroffer can be a surprisingly effective negotiation tool. When you tell buyers, “This offer expires in 48 hours,” it creates a sense of urgency and nudges them to act instead of sitting on the fence.
Deadlines help prevent negotiations from dragging on indefinitely, which can be stressful and even cost you potential buyers. It also gives you a clear window to evaluate responses and move on if needed. Just be realistic with the timeframe. You don’t want to rush serious buyers or seem inflexible.
When done right, a deadline can push the deal forward while keeping you in control.
9. Know when to walk away
Sometimes the best move is simply saying no. If a buyer doesn’t have financing lined up, asks for too many concessions, or their timeline just doesn’t match yours, it might be smarter to walk away than risk a messy deal.
Knowing your limits helps protect both your finances and your sanity. Of course, rejecting an offer comes with its own risks. You could lose a buyer who might have eventually agreed to your terms. But the reward is staying firm on your goals and potentially attracting a stronger, more serious buyer. Trusting your gut and setting boundaries is a key part of a successful negotiation.
Last-minute tips on how to negotiate when selling a house
To stay in the driver’s seat, Carlson says you can set yourself up for success by making your home available for showings. This allows you to invite as many people as possible to come through the door. “Providing access is huge to stay in the power seat,” explains Carlson.
“Get really good feedback right away,” she adds. “You can quickly change the game if you’re getting poor feedback and reestablish a price or fix something.”
“Always take great-looking photos and be in communication with your agent,” recommends Carlson. If you feel like you’re not getting your questions answered by email, and your agent isn’t answering the phone, set up a phone call.
Sell your house faster and for more
Thinking about selling soon? We’d be happy to introduce you to a few top local real estate agents. Our service is 100% free, with no catch. Agents don’t pay us to be listed, so you get the best match.
“At the end of the day, it’s a personal relationship with the agent that gets the deal done,” says Carlson. “You have to get along, and you have to make things work to negotiate a successful close.”
Are you still looking for the perfect partner for real estate negotiations? Connect with a top-performing real estate agent today using HomeLight’s Agent Matching tool.
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