BUYING & SELLING · OFFERS AND COUNTEROFFERS
Understand the terms. Choose your response.
By Avi Horowitz · Luxury Real Estate Agent with RARE Real Estate, LLC · Reviewed October 16, 2026
Good negotiation starts with clear priorities, relevant market information, and an understanding of the whole offer. Whether you are buying or selling, the aim is an agreement you understand and can reasonably carry through to closing.
If you are buying
Before making an offer, review your budget, financing or available funds, preferred timing, and the conditions you need. Decide what you can offer confidently and what would make the purchase no longer workable.
If you are selling
Before responding, review your expected proceeds, moving plans, and tolerance for uncertainty. Separate the terms you would prefer from the terms you need. Evaluate the buyer’s proposed path to closing alongside the price.
What is actually being negotiated?
| Term | Buyer perspective | Seller perspective |
|---|---|---|
| Price and concessions | Consider the purchase price, cash needed at closing, monthly costs, and any lender limits on credits. | Compare estimated net proceeds after credits and agreed expenses, rather than price alone. |
| Deposit and financing | Know when funds are due and what the contract says about your deposit and financing obligations. | Review the financing proposal or cash evidence and the conditions that could affect closing. |
| Inspections and contingencies | Understand the protection, deadline, and notice requirements of each negotiated condition. | Understand the access, timing, and obligations you would be accepting. |
| Closing and possession | Coordinate financing, movers, and when you can actually occupy the home. | Check whether the dates fit your next move and any time needed after closing. |
| Items included | Put important fixtures, furnishings, and other included items in writing. | Identify exclusions early and clarify what you are agreeing to leave. |
What to expect after an offer is submitted
The other party may accept, decline, counter, ask for clarification, or let an offer’s deadline pass. A counteroffer may change one term or several. Review the complete written version each time; an encouraging conversation is not a substitute for the required agreement.
A counteroffer is a decision point. Compare it with your priorities and alternatives before responding. We can discuss the reasoning for a response without assuming the other party will accept it.
When there are multiple offers
Buyers may be asked for their best terms, and sellers may have several strategies available. No approach guarantees a particular result. Sellers should compare the complete offers; buyers should decide in advance how far they are comfortable going.
Do not remove a contingency simply because it sounds more competitive. First understand the financial and contractual risk. Keep decisions grounded in the property, the terms, and your circumstances.
Negotiation can continue after a contract is signed
Inspection findings
Distinguish a significant condition concern from an improvement you would simply prefer. Use the report and, where appropriate, qualified estimates to discuss a specific request. Possible responses include an agreed repair, credit, price change, no change, or a contractual termination where a valid right applies.
“As is” does not mean inspections cannot happen or that a buyer cannot ask for a change. It also does not mean a seller must agree to every request. The actual contract governs the parties’ rights, duties, deadlines, and notices.
An appraisal below the agreed price
Review the appraisal with the lender and agent and clarify the available options. Depending on the financing and contract, the parties may discuss a price adjustment, additional buyer funds, supported review of the appraisal, or another contract-permitted outcome. Neither party should assume the other is automatically required to cover a gap.
A closing delay or change in circumstances
Identify the reason, the affected deadline, and the consequences before agreeing to an extension or other change. Put agreed changes into the proper written document. An email asking for more time does not by itself change the contract.
and loan payoff
This is a simplified seller comparison. Use a property-specific net sheet to account for applicable fees, taxes, prorations, concessions, and mortgage payoff. Timing and contract risks still matter.
A calm, specific response is easier to evaluate
For example, a seller might compare a higher offer with a substantial credit request against a lower offer with fewer requested concessions. A buyer might prefer a slightly later closing date if it avoids an expensive temporary move. The right response depends on the entire agreement and your priorities.
Is the highest price always the best offer?
Compare the whole agreement: net proceeds, financing, contingencies, timing, and the chance of reaching closing. Ask what you would gain, what you would give up, and which risks remain.
This guide provides general information. Your signed agreement, property, financing, and association requirements determine the details of your transaction. Legal, tax, and specialized questions should be reviewed with the appropriate professional.
Further reading: NAR: Navigating multiple offers · CFPB: Home inspections · Florida Realtors: Contract guidance