Sometimes, it helps to have someone else play the “bad guy” in a negotiation. This isn’t about being dishonest — it’s about creating space to hold your ground without personally being the one applying pressure.

Example:

“I really appreciate your offer — we’re getting close to where we need to be. I’d love to lock it in today, but my wife’s been pretty firm that we shouldn’t go below $920,000. If you could stretch just a little, say another $10,000, I think I could get her across the line.”

In this case, the bad guy might be your partner or a friend who works in real estate — someone whose opinion you need to consider. Their role is to provide a credible boundary that you, as the seller, must respect.

This approach helps buyers feel they’re negotiating with someone cooperative and reasonable, while still understanding there are limits. It keeps the tone friendly, protects your price position, and often results in that extra few thousand dollars that makes the deal work.