Negotiation Tactics

Everything Is Negotiable

When it comes to home repairs, don’t take the first number at face value.
Ask for an itemized breakdown of every charge.
Push back on big upfront deposits.
Look for an NTE (Not To Exceed) clause in the contract.
And always question vague line items like “miscellaneous fees” — they’re often where extra padding hides.

You’re not being rude — you’re being smart. Most good contractors expect questions.

1. Get Multiple Quotes -  even if you like the contractor, or have used them for years, getting at least 3 written estimates creates leverage. You don't need to be aggressive when you have leverage. 

2. Define a Clear Scope of Work - the clearer the scope, the harder it is to hide vague pricing. Ask for a line-item breakdown and only expand the scope if you're getting a better deal for bundling more work.

3. Timing - take advantage of off-seasons. Prices spike in busy seasons. Contractors also prefer guaranteed work during downtime. 

4. Ask for Alternatives - with home repairs, there's rarely only one way to solve a problem. Should you limp your air conditioner through one more summer or replace it now?

5. Educate Yourself - if you have the time, become knowledgeable in whatever work you're needing to get done. This can prevent upselling.

6. Question Anything Unusual - if something doesn't feel right - ask. Always be 100% certain on something before you sign.

7. Know Your Walk-Away Point - have a fair price limit and politely say, "Thanks - I'm going to explore other options." The power to walk away brings the best deals.

Negotiation 101 for Homeowners: College Edition

Target Point - Your ideal outcome. It's the best and most realistic goal. Know what you want, what you're willing to pay, and what you need done. Go into the conversation anchored to that outcome.

BATNA (Best Alternative to a Negotiated Agreement) - This is your backup plan. Always have a plan B - another quote, a temporary fix, or a DIY option - something that keeps you from being cornered and saying yes when it doesn't feel right to you. Options are power.

Distributive Negotiation - Win-Lose. This is the aggressive tactic. It might work for one-time jobs but it's not great if you want trust, help, or long-term support. Take it or leave it.

Integrative Negotiation - Win-Win. This is the collaboration tactic. It's perfect for building relationships and having someone you trust in your corner. It's mutual respect and asking what each other wants.  

Multi-Issue Negotiation - Bargaining and flexible. Don't just haggle over price - negotiate around value. Adding another small project for a package deal or being flexible on schedules to cut labor costs. This is ideal if you own multiple properties - or just like creative problem solving.

Anchoring - Who names the price first. Contractors often anchor high with their quote to set the tone. If you anchor first and they accept - you've already won. If they anchor first, don't rush to counter. Ask for a breakdown first and refer back to your BATNA.

Want the Full Playbook?

Grab the full Home Repair Negotiation Toolkit - coming soon.