The midpoint rule recognizes that most negotiations settle near the mathematical midpoint between the opening bid and asking price. If you list at $3M and receive a $2.6M offer, the expected settlement is around $2.8M. This means your first counter sets the new midpoint - counter too low and you anchor the negotiation below your target. Counter at a level that places the midpoint at or above your walk-away number.
From the seller playbook: When to Counter vs. Accept
This is general information, not legal, tax or accounting advice. Every situation is different. Talk to a licensed attorney, accountant or tax professional before you act.
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