Negotiating like a seasoned professional

Negotiation doesn't end when the offer is accepted — it continues through inspection, attorney review, the appraisal, and all the way to closing day. This episode treats negotiation as a multi-stage process and gives sellers the framework to approach each stage strategically: when to hold firm, when to concede on terms to protect price, and how to structure concessions so they feel generous to buyers without actually giving up the most important things.

Kathleen covers the inspection negotiation in depth — the stage where sellers most often feel blindsided. She explains which findings are legitimate reasons for a price adjustment and which ones are leverage plays by buyers, and how to respond to each without derailing the deal or signaling weakness.

She also addresses the emotional dimension of negotiation: how to stay analytical when a buyer's demands feel personal, and how sellers who approach negotiation as problem-solving (rather than combat) consistently achieve better outcomes.