How To Negotiate When Selling a House in 2026

1. Know the housing market

In September 2025, existing-home sales rose by 1.5% month-over-month, reaching a seasonally adjusted annual rate of 4.06 million. Compared to last year, sales increased by 4.1%, showing steady growth in the market.

The median sales price for existing homes grew by 2.1% year-over-year, reaching $415,200. Meanwhile, unsold inventory rose 1.3% month-over-month to 1.55 million units, a 4.6-month supply, reflecting a balanced market.

Mortgage rates continue to influence buyer activity, with the 30-year rate remaining in the mid-6% range. According to a survey by HomeLight, the majority of lenders (37%) report that many buyers are waiting for rates to drop to around 5.75% before making a move.

These trends show that the market remains active, but rising inventory and mid-6% mortgage rates mean buyers have more options and may negotiate harder. Sellers can still benefit from high selling prices, but it’s important to price strategically and be prepared for negotiations.

Highlighting upgrades, move-in readiness, or unique features can make your home stand out and justify a stronger offer. Timing your sale and understanding what buyers value most can help you navigate counteroffers effectively.

2. Keep your eye on the competition

To stay competitive, sellers need to keep abreast of trends of comparable nearby properties, also known as comps. “I always check right before the home goes on the market,” explains top agent Sarah Carlson from Blaine, Minnesota.

“You have to know what your competition is. To stay in the driver’s seat, you have to have your price perfect, or you’ll be chasing after the market; you have to be right there on that cusp.”

Carlson also recommends being humble and pricing a little lower to attract more buyers who will compete with one another.

3. Enlist a top agent with rock-solid negotiation skills

A top agent who has negotiated many successful real estate deals knows the difference between a great deal and a poor one.

“If the seller doesn’t have any experience in this market and someone comes in and says, ‘I’ll give you full price, and I want you to pay a few thousand in closing costs,’ they might say, ‘oh, that sounds awesome,’” explains Carlson, emphasizing how price isn’t the only factor to consider when evaluating offers.

“Agents know about things like appraisal gaps and escalation clauses to boost the sale, so if you don’t know what’s going on, you won’t get the most for your money.”