3 Reasons Buyers May Want a Counteroffer

  1. To spark negotiations. A buyer might make an opening offer just to get the negotiations going.
  2. To reach compromise. If the seller has an unrealistically high asking price, the buyer might make a low offer to try and strike a compromise.
  3. To find affordability. A buyer who can't afford what the seller is asking might offer something close to his or her maximum, hoping the seller will make a viable counteroffer.

Source: Tips and Traps When Negotiating Real Estate, by Robert Irwin (McGraw-Hill, 1995).

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