Plan for normal negotiation instead of being surprised by it
You're deciding how to price so you can negotiate without feeling like you're giving away the farm. My answer build the buffer intentionally based on what buyers have been paying relative to asking.
Last month in Dix Hills, NY, buyers paid about 97.4% of asking, which supports a modest, predictable negotiation buffer.
Here is the pricing anchor I use for Dix Hills, NY buyers paid about 97.4% of asking last month. A typical list price was $1,572,000, and a typical sale took 50 days.
That matters because many sellers pick a list price that leaves no room for normal negotiation, and then they feel "lowballed" by offers that are actually close to market. Some details about how many offers homes received were not reported for this period. What you can conclude is that a 97.4% typical outcome points to predictable negotiation, so your pricing should plan for it rather than resist it.
Choose a list price that can realistically settle near 97.4% and still meet your net goal. Set your expectations around a 50-day typical pace so you don't rush into unnecessary concessions. Keep your presentation strong so buyers in Dix Hills, NY feel confident staying close to your ask.
