Real Estate Negotiations: What Every Buyer and Seller Should Know

When it comes to buying or selling a home, there’s one part of the process that can make even the calmest person feel a bit tense: negotiations.

We get it; real estate is a big financial move, and emotions often run high.

Bella Casa Real Estate Group is consistently a top-producing brokerage in our area. In 2025, we proudly earned the number 1 spot in Yamhill County for both volume and units sold, and we are on track to do the same in 2026. Our brokerage and The McCreith Team have helped thousands of clients navigate the back-and-forth of negotiations to get the deal done over our 2+ decades of work in the Portland Metro markets. From downtown McMinnville's award-winning Third Street to downtown Portland, from Farm Breweries in Carlton to new construction on small acreage in Sherwood, we have vast earned experience in real estate negotiations. And let's be honest: skillful negotiations can make or break a deal.

So, whether you’re buying your first home or selling your long-time residence, here are some of our go-to tips for negotiating the deal to win:

1. Know Your Priorities (and Stick to Them)

Before you even start the negotiation process, get clear on what matters most to you. If you’re buying, is it the price? A quick closing date? Repairs or credits for updates? If you’re selling, are you aiming for top dollar, or are you more focused on minimizing contingencies? This is key. When we, as your Realtor, know what is preeminently important to you, we can go to work on your behalf with the goal of achieving your priorities.

Having a list of must-haves vs. nice-to-haves will keep you grounded. For buyers, if you have to make a quick decision because the home you want gets competitive and the conversation starts to move quickly, you'll know exactly how competitive you want to get when your priorities have been thought through long before that moment. Real estate deals can be emotional, and clarity upfront helps you stay focused on your goals, rather than allowing the adrenaline of the moment to get the best of you.

2. Understand the Local Market (We can help!)

Oregon and all of its communities are completely unique real estate markets, and what works in Sherwood will not likely work in Bend. That’s why knowing the local trends is so important. Are homes selling above asking? Are buyers getting concessions for inspection-related repairs? How in-demand is buildable land?

As Realtors, we are educators and area experts before we are negotiators. Even a great negotiator will likely leave money on the table if he or she doesn't have real knowledge and experience in the local market. Within small markets - for instance, Newberg - select sub-pockets of the market are more competitive than others. In larger markets - for instance, Beaverton - there are dozens of submarkets to consider. Some may be really hot, meaning, expect competition. Others may be cooler, and could mean more favorable terms for a buyer.

Remember: strong negotiations start with good information.

3. Be Respectful, but Firm

Negotiations don’t have to be a nasty fight. In fact, the best outcomes usually happen when both sides feel respected. We are diplomats, gracious and respectful to our real estate colleagues and their clients, but firm in our defense of our clients' best interests.

Recently Amy represented sellers in the Hillsboro area on a home that hit a real sweet spot in that market in terms of demand. It was an ideal layout and location both for those hoping for a simple multigenerational living situation, as well as those looking to open an adult foster care home. As a result, the seller received 4 offers, all well-over asking price. They buyers who won were thrilled to have been selected, but of course wanted to ask for negotiations once their home inspection was completed.

Tone and common courtesy matter - even when we have the high ground and get to say, "Nope, this is an as-is sale." Professionalism and kindness go a long way when you are trying to win the deal, but even more so when things get tense. Real estate is a relationship-based business, and people tend to respond more positively when there is mutual respect and professionalism.

Sometimes it's not just what you ask for, it's how you ask for it. We’ve seen simple changes in phrasing or offer structure make a huge difference when negotiations are competitive.

4. Lean on Your Real Estate Agent

This is one of the biggest reasons to work with an experienced agent: you don’t have to know everything, and you don't have to do this alone. We have decades of experience doing something that most people do between 1 and 4 times in their lifetime. A good Realtor knows how to strongly position her offers, handle counteroffers, read between the lines when communication is subtle, and advocate for her clients' best interests.

We often tell our clients, “We're your buffer." In other words, tell us everything that is most important to you, and then we'll get to work to achieve that for you.

5. Don’t Let Emotions Take Over

Easier said than done. Buying, and even more so, selling a home is an incredibly stressful life event. It just is. Whether you are buying or selling, the party who is willing to walk away has the most leverage in negotiations. And it is ok to be the one not willing to walk away, but that can mean more leverage for the other side. If you're a buyer, getting too attached to one property can make it harder to draw a hard line in negotiations, but that's why no. 1 and no. 4 are important: your agent is your buffer, which helps to conceal that aspect during negotiations in order to get you the best possible terms on the one you don't want to get away!

We always remind our clients: the goal is ultimately a win-win outcome. Though we want to win the best terms for our clients, the buyer just wants a home, and the seller just wants to move on. Keep your eyes on the end goal, and don’t let pride or panic get in the driver’s seat.

6. Be Prepared to Walk Away

This one’s tough, but sometimes it’s necessary. Not every deal will come together, and that’s okay. If the terms don’t meet your needs or you feel pressured into something that doesn’t sit right, it’s better to walk away than to regret it later.

The good news? There’s always another opportunity. Oregon’s real estate market continues to offer great homes and great buyers. Sometimes, for sellers, the buyer for their home just hasn't entered the market yet. In all our years of real estate, we've never seen a home where a seller wants to sell, not sell. Never. Timing and markets will dictate some terms to you, but you can sell a home in any market.

For buyers, sometimes that perfect home just hasn't popped up yet. Work with an agent who will leave no stone unturned in the search for your home. Recently, we had a buyer unable to find the right home, so their Realtor got to work sending out letters to homeowners in the neighborhood where they wanted to live. An interested seller reached out in response to the letter, and now they are under contract!

Final Thoughts

Negotiation doesn’t have to feel like a battle. Or a rollercoaster of emotions. With the right mindset, good information, and the support of a knowledgeable Realtor, you can walk into your real estate deal with confidence.

If you’re thinking about buying or selling a home here in Oregon, we’d love to help you navigate the process. We're in your corner every step of the way.

The McCreith Team is:

Joni McCreith

Amy McCormick

Catherine Summers

Principal Brokers in Oregon