Counter-Offer Letter

A flat rejection ends a negotiation; a counter-offer continues it. The useful counter does three things at once — it names a figure, it explains briefly why that figure is justified, and it offers the buyer something other than price so they have a way to accept without simply losing.

Terms are frequently worth more than the last percent of price. A completion date that suits the buyer, fixtures included, or a flexible handover can close a gap that money alone would not.

Give a reason, briefly

A counter with a one-line justification is far more persuasive than a bare number. Comparable sales, recent work with invoices, or genuine competing interest all work. Vague appeals to what the property is worth to you do not.

Trade terms, not just price

Buyers frequently value certainty and timing more than the last one percent. Offering a completion date that solves their problem, or including items they would otherwise have to buy, closes gaps at very little real cost to you.

Deadlines work, and only once

A stated response date creates useful pressure the first time. Repeating it after it passes without consequence teaches the buyer that your deadlines are decorative, so only set one you intend to act on.

Common questions

Does a counter-offer cancel the original offer?

In many legal systems it does — a counter is treated as a rejection plus a new offer, so the buyer is free to withdraw entirely. Confirm the position locally before countering an offer you would ultimately accept.

How much above the offer should I counter?

Close enough that the buyer sees a path to agreement. A counter barely below your asking price signals no real movement, and a very large gap invites the buyer to walk rather than to negotiate.

Should I counter or just decline?

Counter, almost always. A decline ends the conversation, while a counter keeps a buyer who has already demonstrated interest in the property engaged and gives them a way to proceed.