Home negotiation tips

In this episode of the Kansas City real estate podcast, Joe the REALTOR® gives us insights about home negotiations from both the buying and selling side.

We also talk about what are the most common obstacles to overcome when navigating a home transaction. Bryan draws from his home buying experience in Lawrence Kansas. 

We then talk about some of our favorite smart home features. We love our smart home features! 

From being able to control the temperature from our phones to turning on the lights with a voice command, there are endless possibilities when it comes to making your home smarter. 

Joe's Expert House Negotiation

I had the chance to sit down with Joe Stephenson, a seasoned REALTOR® in Kansas City, and hear his wisdom on how to handle these tense conversations. He’s a master at balancing strategy, fairness, and the human element of real estate deals. Here are some of Joe’s best house negotiation tips to add to your house buying checklist. It'll help make the process a bit clearer. He makes me laugh a lot in this episode too.

1). Pay Attention to the Market Mood

Joe says you’ve got to read the room when making an offer. In areas where inventory is tight, it’s all about moving fast and standing out. You’re not so much engaging in a back-and-forth battle over price as you are crafting a strong, appealing first offer.

For buyers, this could mean skipping the idea of lowballing entirely. Instead, think about adding a little extra to your offer or giving the seller something they want, like a flexible move-out date or fewer contingencies. Sellers, on the other hand, should recognize when their home might need a price adjustment to attract buyers if it’s not getting bites quickly.

Joe shared a winning example where his clients bid $10,000 over asking price with a condition to limit showings after a day or two. That little move snagged the house for them. He explained the key was being aggressive enough to catch the seller’s attention without turning them off by sounding demanding.

 

“You would have really angered the seller if you'd said shut down showings right now. They just would have gotten defiant,” Joe told me during the podcast. A little tact goes a long way. (Timestamp 15:22)

 

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2). Know What You Can Live With

Joe has this golden negotiation rule that stuck with me. He says you should make an offer where you can sleep at night, win or lose. If you don’t get the house, you should feel at peace knowing there wasn’t a dollar more you were willing to offer. If you do, you don’t want to lay awake stressing over a mortgage that feels impossible to manage.

This advice feels so practical because emotional decisions can cloud your judgment during these moments. Joe encourages his clients to look at the bigger picture. What’s your long-term comfort zone? What’s a deal-breaker? Keep those factors in the mix as you weigh your options.

 

“Make it an offer where you can sleep at night if you don't get the house, and you can sleep at night if you do,” he said, and it honestly made so much sense to me. (Timestamp 18:19)

 

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3). Build Respect on Both Sides

Joe believes in keeping things professional but personal. He says a little goodwill can make negotiations smoother. Small concessions from sellers, like leaving a refrigerator, washing machine, or dryer, can make buyers feel like they’ve won something—even if it wasn’t a major ask. It’s that human touch that can prevent a deal from souring.

Joe shared a funny story about a buyer who wanted the seller to leave their TV behind. The seller politely declined because they loved that TV so much. While the TV stayed put, the buyer still walked away with the washer and dryer, which turned out to be a nice bonus.

And when things get tricky? A REALTOR like Joe helps mediate. He says, “You don’t want emotions to get in the way. That’s where I come in to help buffer any frustration between the buyer and seller.” For someone like me, who hates conflict, this sounds like a lifesaver.

 

“It doesn’t do a seller any good to take something people are expecting to stay… Just be upfront,” Joe explained when talking about sticky situations over unexpected removals, like basketball hoops and drapes. (Timestamp 8:52)

 

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4). Multiple Offers Mean Strategy

Joe also shared his thoughts on what to do in a bidding war. If there’s more than one offer on the table, you’ve got to make yours shine. Price isn’t the only factor sellers consider. Think about offering sweeteners, like covering closing costs or closing dates that align with their schedule.

He told me about a family who asked to delay closing because their child was graduating high school. Joe’s clients took it in stride and accommodated the request. That small gesture helped seal the deal, and both parties left happy.

 

“They got 10 grand more than they thought, and my buyers ended up in a house that was a better fit for them,” Joe said about one such win-win situation. (Timestamp 17:29)

 

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Check Back for Updates About Negotiation

Joe’s style stands out because he’s not about playing games. He’s realistic, fair, and focused on helping people find common ground. Negotiations don’t have to be battles. Instead, they’re chances to problem-solve and work toward a solution both sides can feel good about.

If I could sum up Joe’s house negotiation tips in a single thought, it would be this: approach each step with clarity, empathy, and purpose. It’s about finding that balance where everyone walks away feeling like they got what they needed.

Take Joe’s advice and go into negotiations ready to respect the process, make thoughtful moves, and keep your ultimate goals in mind.

Here’s hoping your next deal is a win on all fronts.