You can increase your asking price by enough to still get as high as your list price after paying the buyer's closing costs. If your list price is $200,000 and the buyer offers $190,000 with $6,000 toward closing, you would counter with something between $196,000 with $6,000 for closing costs and $206,000 with $6,000 for closing costs. The only catch is that the price plus closing costs must be supported when the home is appraised; otherwise, you'll have to lower it later to close the deal because the buyer's lender won't approve an overpriced sale.
10. Dealing with burnouts and ultimatums . If the other party resorts to threats ("Agree to these terms or there's no deal") or wages a war of attrition by dragging out the negotiations, you'll have to decide what the underlying deal is really worth to you. If the ultimate prize is so valuable that you're willing to accept the other party's ultimatum or put up with endless haggling, that's fine. Similarly, if the other party has all the power (for example, it's the only known buyer for your product), then you may have to grin and bear it for a while. If not, however, the best strategy is often to walk away from the negotiations. If the other party really needs you, it may reevaluate its tactics and return to the table. If not, you can move on to more productive negotiations with someone else.