Sellers and buyers have opposing interests, but there is a set of proven strategies that significantly increase the chance of closing at a fair price. Sellers typically give discounts of 5% to 15%.
Real estate negotiation is an art that combines research, timing, psychology and technique. Buyers who enter a negotiation unprepared invariably pay more than they need to.
Before negotiating: do your research
Find out the price per square meter of similar properties in the same area over the last 6 months. Rent indices, registry data and portals such as Imova itself are reliable sources.
During the visit: observe and document
Every defect or outstanding issue you identify is a bargaining argument. Leaks, outdated wiring, deteriorated paint: each has a repair cost that can be used in the negotiation.
Proven tactics
**The low anchor**: make a first offer 10-15% below the asking price. This sets a psychological starting point that tends to pull the final value down.
**Timing as currency**: if you have credit approval or a down payment ready, use a fast closing as leverage for a discount.
**The cost of pending issues**: get real quotes for the problems you identified and present them to the seller.
