Let’s talk about something I see all the time in real estate negotiations—well-meaning buyers accidentally giving up more than they realize.
If you’ve ever gone back and forth on price, this will help you stay sharper and more confident (and potentially save you thousands).
Here’s a quick scenario.
A seller lists a property at $150,000. Everyone involved kind of knows that’s high. A buyer responds with $100,000—also not exactly realistic, but that’s how negotiations often start.
Now things get interesting.
The seller drops to $135,000. Most people immediately think: “Okay, they came down $15,000… I should go up $15,000.”
Seems fair, right?
Not quite.
Here’s the catch: negotiations aren’t about matching dollar amounts—they’re about matching percentages.
When the seller dropped from $150K to $135K, that was a 10% reduction.
If the buyer jumps from $100K to $115K, that’s actually a 15% increase.
So even though it feels like you’re being fair, you’re actually conceding more than the seller.
A smarter move?
Match the percentage, not the dollars.
A 10% increase from $100K brings the buyer to $110K—not $115K.
That keeps things balanced and protects your position.
Now, here’s where strategy meets communication.
If you just throw out $110K, the seller might feel like they’re giving more. So how you say it matters just as much as the math.
Try something like:
“Hey, I appreciate you coming down. We’re still a bit apart, but I’m willing to match your 10% adjustment by increasing my offer 10%. That brings me to $110K—can we work from there?”
That framing does two things:
It shows you’re being fair
It subtly anchors the conversation around logic instead of emotion
And that’s where good negotiations live.
One more thing to keep in mind…
If you’re buying, you want to think in percentages.
If you’re selling, you want the other side thinking in dollars.
That small shift in perspective can make a big difference in your outcome.
If you’re navigating a deal and want help structuring your offers (or just want a second set of eyes before you respond), I’m always happy to help you think it through. A quick conversation can save you a lot more than you’d expect.
Interested in an easy 2 click process to get all my negotiating tips? Text me at 424.722.9136 with the word “TIPS”.
