How Buyers and Sellers Can Negotiate a Better Real Estate Deal

By Mike Vonderau

Mike Vonderau is a top-rated realtor specializing in the west side communities of Cleveland, Ohio, and serves as the managing partner of Vonderau Real Estate Team.

A lot of people don’t realize that negotiating in real estate isn’t just about price. It’s about protecting your interests, avoiding costly mistakes, and making sure you walk away with the best possible outcome. Whether you’re buying or selling a home, understanding how negotiation works can save you thousands of dollars. That’s why today, I’ll walk you through the three key tips every buyer and seller should know before negotiating:

1. Trust is key to keeping the deal together. Real estate deals fall apart all the time, and the lack of trust is usually the reason. If one side thinks the other is hiding something or is being dishonest, the deal can quickly turn into a mess. That’s why being upfront and honest from the start is so important.

When you work with an experienced agent, we make sure trust stays in place. Both sides should focus on the goal and protect your best interests while still moving the deal forward. Trust makes a difference, and it’s something you should prioritize in every transaction.

2. Know who you’re negotiating with. Not everyone negotiates fairly. Some buyers and sellers are reasonable and want a win-win, while others push hard, make big demands, and expect you to cave. These are what I call “win-lose” negotiators—and if you’re not prepared, they can take advantage of you.

The key is to recognize the other party’s tactics early. Once you do, you need to stand firm, protect your position, and walk away if needed. Remember, it’s all about knowing when to hold your ground and when to pivot.

3. Leverage makes all the difference. Every deal has a power dynamic. If you’re a seller with multiple offers, you have the leverage. But if you’re a buyer in a tight market, the seller may hold more power. Knowing who has the advantage helps you negotiate better.

But here’s the thing: some people bluff. A seller might turn down a great offer, hoping for more, only to regret it later. A buyer might lose a home by pushing too hard on minor terms. That’s why reading and understanding the situation correctly matters. You need to gauge the situation if it’s a win-win situation, or if the deal is not worth pushing forward.

Negotiating isn’t just about getting the highest or lowest price. It’s about terms, timing, and making sure everything works for you. One wrong move can cost you time and money, but the right strategy can save both. If you’re planning to buy or sell and want someone in your corner who knows how to negotiate the right way, you can call or text me at 440-871-3050 or email me at mike@vonderau.com. I’d love to help you get the best deal possible.