Almost every home purchase involves a conversation about price. Good negotiation is not a battle of nerves, nor an attempt to "crush" the seller — it is a prepared conversation in which every offer you make has a reason behind it. Here are the arguments that work, how to structure your offer and which mistakes cost the most.
Preparation is 80% of the negotiation
Before you name a figure, you need to know three things:
- What similar homes really sell for. Asking prices are wishes, not deals. Compare with homes actually sold in the same area, of similar size, floor, condition and age. Your agent can help you with this data.
- How long the property has been on the market and whether the price has already been cut. A listing that has sat for months usually means more flexibility.
- Why the owner is selling. Heirs dividing an estate, an owner who has already bought elsewhere, or someone "testing the market" — these are three very different conversations.
Most importantly: set your ceiling in advance. The figure above which you will not go should be decided at home, calmly — not during the viewing.
Arguments that work
A seller accepts a lower price when they understand why you are offering it. Strong arguments are specific and verifiable:
- Comparable sales. "Similar flats in this block sold for this much" is stronger than "the price seems high to me."
- Specific repair costs. Outdated wiring, leaks, old windows, risers that need replacing. If possible, get a quote from a tradesman and show it. What to look at on site is in our home viewing checklist.
- Drawbacks that cannot be fixed. A noisy street, no lift on a high floor, a north-facing aspect, no parking space — they also affect future resale.
- Paperwork issues. An unregistered alteration, a floor plan that does not match reality, missing documents. Clearing them takes time and money.
- The bank's valuation. If you are buying with a mortgage and the valuation comes in below the agreed price, that is an objective argument. What to do then is covered in our guide to a low bank valuation.
- Certainty and speed. An approved loan, the deposit ready, flexibility on the moving-out date — for many sellers a sure deal is worth more than a few percent off.
How to make the offer
- Your first offer should be reasoned, not insulting. An offer that is too low often ends the conversation before it starts.
- Say why — with two or three of the arguments above, briefly and calmly.
- Concede in smaller steps than the seller. Tie each step to something — "if you leave the kitchen", "if you move out by the end of the month".
- Negotiate more than the price. Furniture, moving-out date, who pays certain costs, the size of the deposit — all of it is part of the deal.
- Confirm it in writing. Once you agree, fix the terms in a preliminary contract. What it should contain and how the deposit works is in our guide to deposits and preliminary contracts.
What not to do
- Do not show your enthusiasm at the viewing. "This is exactly what we were looking for!" in front of the seller gives away half your position. Talk about it later, in private.
- Do not criticise the home harshly. Sellers are often emotionally attached to their home. A specific argument works; an insult does not.
- Do not bluff with offers that do not exist — it is easily exposed and destroys trust.
- Do not forget the transaction costs. Notary fees, local transfer tax and commission come on top of the price. Work them out in advance with our notary fee calculator.
- Do not haggle endlessly over small sums. If the home is right for you, losing it over a small difference is the most expensive mistake of all.
- Do not pay anything before the documents are checked — no "reservation fee", no deposit.
The agent's role
A good agent separates emotion from numbers. They know the real transaction prices, can pass on your arguments without the seller feeling attacked, and can suggest solutions that suit both sides — such as a later moving-out date in exchange for a lower price. When the parties do not talk directly, negotiations are calmer and fall through less often.
In short
- Prepare: real sales, time on the market, the seller's motive, your ceiling.
- Argue your case: repairs backed by quotes, permanent drawbacks, paperwork, the bank valuation, certainty of payment.
- Concede in small steps and negotiate the terms, not just the price.
- Put what you agree in writing and pay nothing before the checks.
If you have found a home you like and want to negotiate good terms, call us or come into the office — we will check the price against real sales, prepare the arguments and lead the conversation for you.
This information is general and does not replace individual advice. Verified as of October 2026.
