{"id":1786,"date":"2022-02-13T07:56:56","date_gmt":"2022-02-13T07:56:56","guid":{"rendered":"https:\/\/royabhishek.in\/urbanbuyer\/15-property-negotiation-tactics-for-buyers-and-agents\/"},"modified":"2022-02-13T07:56:56","modified_gmt":"2022-02-13T07:56:56","slug":"15-property-negotiation-tactics-for-buyers-and-agents","status":"publish","type":"post","link":"https:\/\/royabhishek.in\/urbanbuyer\/15-property-negotiation-tactics-for-buyers-and-agents\/","title":{"rendered":"15 Property Negotiation Tactics for Buyers and Agents"},"content":{"rendered":"<p> [ad_1]<br \/>\n<\/p>\n<div>\n<div id=\"toc_container\" class=\"no_bullets\">\n<p class=\"toc_title\">Please use the menu below to navigate to any article section:<\/p>\n<\/div>\n<p><iframe title=\"16 Tactics property buyers need to keep in mind when making an offer\" width=\"800\" height=\"450\" src=\"https:\/\/www.youtube.com\/embed\/l0gu3pz6PL0?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen><\/iframe><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><\/iframe><\/p>\n<p><strong>When you make your offer on a\u00a0 property there are a few things to keep in mind to give you the upper hand in the negotiation. <\/strong><\/p>\n<p><strong>Here are 16 tactics that should help you.<\/strong><\/p>\n<h2><span id=\"1-substantiate-your-offer\">1. Substantiate Your Offer<\/span><\/h2>\n<p><img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-85478 img-responsive\" title=\"woman property deal\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/04\/47948359_l-300x200.jpg\" alt=\"woman property deal\" width=\"300\" height=\"200\" srcset=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/04\/47948359_l-300x200.jpg 300w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/04\/47948359_l-768x513.jpg 768w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/04\/47948359_l-1024x683.jpg 1024w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/04\/47948359_l-1160x774.jpg 1160w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\"\/><\/p>\n<p>Provide an explanation for your offer.<\/p>\n<p>For example, your first offer might be based on the lowest recent comparable sale of a property in the area, less an amount of say $20,000.<\/p>\n<p>You would then justify this discount based on defects in the property you\u2019re buying.<\/p>\n<p>If you get to the stage of making counteroffers, attempt to validate these counteroffers in the same way.<\/p>\n<p><strong>This will give you negotiating more credibility and force.<\/strong><\/p>\n<p>The reason that it\u2019s important to have a rationale to support your offer is that this affects the seller\u2019s expectations about what you\u2019re prepared to pay and usually will soften their response when they make a counteroffer.<\/p>\n<blockquote>\n<p>Property developer John Potter says, \u201cWhen you\u2019re dealing with a more sophisticated seller, for example on the sale of a development site or someone who is experienced and understands the feasibility process, send them a copy of your feasibility and go through the numbers.<\/p>\n<\/blockquote>\n<p>Substantiate your offer in this way.\u00a0 It\u2019s very hard for them to argue with the figures, particularly on matters such as the amounts for civil works.\u201d<\/p>\n<h2><span id=\"2-the-amount-of-your-first-offer\">2. The Amount Of Your First Offer<\/span><\/h2>\n<p>It\u2019s there that the importance of good preparation shows its real value. <\/p>\n<p><a href=\"https:\/\/propertyupdate.com.au\/making-an-offer-on-a-house\/\">Making an offer<\/a> that is too \u201clow ball\u201d can sometimes insult a seller.<\/p>\n<p>This could prompt them to refuse to deal with you after that.<\/p>\n<p>The amount of your first offer is a balance therefore between the desire to secure the property at the best price possible, and presenting an offer that is credible, but without being offensive to the seller.<\/p>\n<p>This is where it\u2019s important to have some rational basis for the offer, as discussed earlier.<\/p>\n<blockquote>\n<p>Potter says, \u201cBe very careful about going in too low. This is really a cultural thing in many ways, as I recall once offering to buy a shopping centre for way below its listing price.\u00a0 The people who owned the property were Chinese and they didn\u2019t talk to me for months after my offer as they were offended.\u00a0 This cultural response is far different to the response of Americans or Aussies who would not withdraw from the negotiation process because they were offended by a low offer.\u201d<\/p>\n<p>\u201cIf I had my time again, I wouldn\u2019t have offered such a low price and would have made a more realistic offer.<\/p>\n<p>This approach avoids running the risk of losing the property by offending the seller.\u201d<\/p>\n<\/blockquote>\n<h2><span id=\"3-beware-of-splitting-the-difference\">3. Beware Of Splitting The Difference<\/span><\/h2>\n<p>A sale price is often struck by splitting the difference between the seller\u2019s lowest sale price and the buyer\u2019s highest offer.<\/p>\n<p>Beware of this strategy.<\/p>\n<p>For example, if you make an offer to purchase a property for $300,000 and the seller wants $340,000, the first person to offer to split the difference will usually be the loser.<img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-53791 img-responsive\" title=\"negotiation compromise barter win lose argue\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2015\/09\/negotiation-compromise-barter-win-lose-argue-300x194.jpg\" alt=\"negotiation compromise barter win lose argue\" width=\"300\" height=\"194\" srcset=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2015\/09\/negotiation-compromise-barter-win-lose-argue-300x194.jpg 300w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2015\/09\/negotiation-compromise-barter-win-lose-argue-1024x664.jpg 1024w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2015\/09\/negotiation-compromise-barter-win-lose-argue-1160x752.jpg 1160w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2015\/09\/negotiation-compromise-barter-win-lose-argue.jpg 1849w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\"\/><\/p>\n<p>If you as a buyer offer to split the difference by increasing your offer to $320,000, the seller\u2019s classic response will be to offer to split the difference between the offer of $320,000 and their price of $340,000.<\/p>\n<p><strong>In other words, you pay $330,000 and not $320,000.<\/strong><\/p>\n<p>The better approach is to increase your offer by small increments.<\/p>\n<p>For example, offer $310,000 with your next offer after that to be $315,000 and your offer after that to be $317,500.<\/p>\n<p>Each offer should go up in decreasing amount as this suggests to the seller that you\u2019re running out of steam and they had better accept your offer.<\/p>\n<p>As part of this strategy, it\u2019s also wise to delay making the next incremental offer, as this adds to the impression that you\u2019re running out of momentum.<\/p>\n<p>As a negotiating strategy, the only time that you would offer to split the difference first was where your first offer was so outrageously low that the figures are already stacked in your favour.<\/p>\n<h2><span id=\"4-authority\">4. Authority<\/span><\/h2>\n<p><img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-93021 img-responsive\" title=\"Authority\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/09\/Authority-300x180.jpg\" alt=\"Authority\" width=\"300\" height=\"180\" srcset=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/09\/Authority-300x180.jpg 300w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/09\/Authority.jpg 401w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\"\/><\/p>\n<p>A clever negotiating strategy the only time that you would offer to split the difference first was where your first offer was so outrageously low that the area of the figure already stacked in your favour.<\/p>\n<p>Often the claim is phony.<\/p>\n<p>This tactic can be used to extract further concessions which wouldn\u2019t have been made because the other party thought they\u2019d concluded a deal with the person who had the authority to make the decision.<\/p>\n<p>As a lawyer, when I\u2019m confronted with this blunt tactic by another lawyer negotiating a deal, I usually respond with: \u201cOh no, not the phony no authority routine again.\u201d<\/p>\n<blockquote>\n<p>Potter says, \u201cI use this tactic a lot (as a buyer). It gives you time to think about the offer and gives you a second shot at it.\u00a0 I usually throw it in towards the end of the negotiation process when other concessions have already been made.<\/p>\n<p>Be careful not to say you need to \u2018check with your husband or your wife\u2019 as this sounds very ordinary and weakens your authority.\u00a0 It\u2019s much better to say that you need to check with your fellow director or your business partner.\u201d<\/p>\n<\/blockquote>\n<h2><span id=\"5-negotiate-the-conditions\">5. Negotiate The Conditions<\/span><\/h2>\n<p>Agents operate on the principle that \u201cyes is less.\u201d\u00a0<img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-67415 img-responsive\" title=\"deal property busing\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2016\/06\/39184663_l2-300x200.jpg\" alt=\"deal property busing\" width=\"300\" height=\"200\" srcset=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2016\/06\/39184663_l2-300x200.jpg 300w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2016\/06\/39184663_l2-768x512.jpg 768w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2016\/06\/39184663_l2-1024x683.jpg 1024w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2016\/06\/39184663_l2-1160x773.jpg 1160w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\"\/><\/p>\n<p>That means the fewer conditions and the fewer matters that are dealt with in your offer, the greater the chance they have of getting a yes from the seller, and an acceptance of your offer.<\/p>\n<p>But you shouldn\u2019t work on the same principle.<\/p>\n<p>From your perspective as a buyer, a simple offer to buy a property on a 10 per cent deposit, settlement in 45 days, cash unconditional, will work against you, as the only thing you can negotiate over is the price.<\/p>\n<p>In this example, experienced negotiators might make their offer subject to finance, pest, and building inspections with say, a 120-day settlement and a much smaller deposit with as many inclusions as possible in the sale.<\/p>\n<p>This will allow them the opportunity to negotiate away some of these matters, ultimately arriving at a settlement with a 10 per cent deposit, 45-day settlement, but at a reduced price.<\/p>\n<h2><span id=\"6-using-conditional-clauses\">6. Using Conditional Clauses<\/span><\/h2>\n<p>Many people add clauses to their offer, such as making it subject to a pest and building inspection and then attempt to use these clauses to drive the price down.<\/p>\n<p>The last time I saw this used in practice was where a client purchased a property subject to a pest and building inspection, and advised the seller that as the building inspection revealed a number of building defects that had to be rectified, they would proceed with the purchase but only if the price was reduced by $15,000.<\/p>\n<p><strong>Unfortunately, for the naive buyer this seller was present when the building inspector conducted the inspection.\u00a0<\/strong><img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-73402 img-responsive\" title=\"Signing a house rental contract\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2016\/09\/Signing-300x191.jpg\" alt=\"Signing a house rental contract\" width=\"300\" height=\"191\" srcset=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2016\/09\/Signing-300x191.jpg 300w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2016\/09\/Signing.jpg 500w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\"\/><\/p>\n<p>The inspector had advised the seller that the house was in pretty good shape for a house of this age, other than needing a bit of minor work.<\/p>\n<p>The buyer\u2019s attempt to drive the price down by using the pest and building clause was transparent and destroyed the goodwill between the parties.<\/p>\n<p><strong>The buyer was \u201cjust having a go\u201d and proceeded with the purchase anyway.<\/strong><\/p>\n<p>The seller repaid the buyer\u2019s ruthlessness and lack of sincerity on the settlement date when the buyer asked for approval for their removalists to move the furniture in at 11 o\u2019clock in the morning, some four hours before the agreed settlement time of 3 pm.<\/p>\n<p>The seller refused, as they were entitled to, as settlement had not yet taken place and the buyer had to pick up the cost of the removalist\u2019s standing time for four hours until they could get access to the house.<\/p>\n<p>There is therefore a real danger in using these clauses to lever down the price. <img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-81644 img-responsive\" title=\"value\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/02\/34407022_l-300x249.jpg\" alt=\"value\" width=\"300\" height=\"249\" srcset=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/02\/34407022_l-300x249.jpg 300w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/02\/34407022_l-768x637.jpg 768w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/02\/34407022_l-1024x850.jpg 1024w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/02\/34407022_l-1160x963.jpg 1160w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\"\/><\/p>\n<p>However, there is one clause that you can genuinely use to do so.<\/p>\n<p><strong>That is, make the contract subject to a valuation.<\/strong><\/p>\n<p>If the valuation does not come in at the purchase price then you can provide a copy of the valuation to the seller and genuinely ask for a reduction in the price.<\/p>\n<p>\u201cSubject to valuation\u201d clauses are one of the few clauses you can use to genuinely lever down the price \u2013 a small negotiating point that can become very big where you\u2019re looking to achieve a win\/win situation from the negotiations because of a continuing relationship between the parties after the settlement.<\/p>\n<blockquote>\n<p>Potter says: \u201cI really get offended by this strategy when I\u2019m a seller and I sense people are trying to use things like building clause and pest inspection clause to drive the price down for hollow reasons.\u00a0 I use the reverse selling principle and tell them that if they feel that way I would rather they didn\u2019t buy the property as I want to sell it to someone who loves it.\u00a0 This usually brings them right back to the table and they then waive the problem and proceed on regardless.\u201d<\/p>\n<\/blockquote>\n<h2><span id=\"7-the-big-deposit-myth\">7. The Big Deposit Myth<\/span><\/h2>\n<p>All too often people try to make their offer as enticing as possible by attaching a large deposit cheque for 10 per cent of the purchase price.<\/p>\n<p>The flaw in this strategy is that most people negotiate to buy a property subject to various conditions (pest and building report, sale of another property, finance, etc.).<\/p>\n<p>The power of attaching a big deposit is lost or watered down substantially by these conditional clauses.<\/p>\n<p>You might as well put down a token deposit (for example $1,000) till the conditions are all satisfied and then pay the balance deposit up to 10 per cent.<\/p>\n<h2><span id=\"8-be-careful-what-you-say\">8. Be Careful What You Say<\/span><\/h2>\n<p>Be careful about the comments you make in relation to the amount of your offer.<\/p>\n<p>Statements such as: \u201cthis is my highest offer,\u201d or \u201cthis is the most that I can pay, take it or leave it,\u201d can work against you.<\/p>\n<p><strong>If the seller doesn\u2019t accept this offer, you can\u2019t then credibly go back and make a higher offer.<\/strong><\/p>\n<p>The seller will get suspicious because you have just told them that you couldn\u2019t go any higher.<\/p>\n<p>Statements like this undermine any trust that you may have with the agent and the vendor and are counter-productive to the negotiating process.<\/p>\n<p>Avoid them unless they are absolutely true.<\/p>\n<h2><span id=\"9-the-ghost-theory\">9. The Ghost Theory<\/span><\/h2>\n<blockquote>\n<p>Potter says, \u201cI always use the ghost theory.\u00a0 I always tell the agent the I\u2019m looking at another property through another agent and of course, given the confidentiality of dealing with agents I cannot mention the agent or the property.\u201d<\/p>\n<p>\u201cI\u2019m always confident that the agent then passes this onto their client, the vendor, and creates the impression that I\u2019m not too keen a buyer. This levels the playing field.\u201d<\/p>\n<\/blockquote>\n<h2><span id=\"10-wait-for-a-response\">10. Wait For A Response<\/span><\/h2>\n<p><img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-91960 img-responsive\" title=\"People 2566433 1920\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/08\/people-2566433_1920-300x220.jpg\" alt=\"People 2566433 1920\" width=\"300\" height=\"220\" srcset=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/08\/people-2566433_1920-300x220.jpg 300w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/08\/people-2566433_1920-768x563.jpg 768w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/08\/people-2566433_1920-1024x750.jpg 1024w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/08\/people-2566433_1920-1160x850.jpg 1160w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/08\/people-2566433_1920-375x275.jpg 375w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/08\/people-2566433_1920.jpg 1920w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\"\/>Patience is a virtue in negotiation.<\/p>\n<p>Once you\u2019ve made an offer it\u2019s important to wait for the seller\u2019s response.<\/p>\n<p>If they won\u2019t respond to your offer, then walk away.<\/p>\n<p>Don\u2019t be tempted to make a further offer without hearing from the vendor.<\/p>\n<p>To make another offer is to send a strong message to the seller that you\u2019re keen and they will probably take advantage of you.<\/p>\n<h2><span id=\"11-get-something-in-return\">11. Get Something In Return<\/span><\/h2>\n<p>Likewise, don\u2019t make a concession in the negotiations without getting a concession in return.<\/p>\n<h2><span id=\"12-take-your-time\">12. Take Your Time<\/span><\/h2>\n<p>Never say, \u201cLet\u2019s cut to the chase\u201d.<\/p>\n<p>Remember you must play the game so that the other party feels that they\u2019ve gotten a good deal.<\/p>\n<p>Statements like this send a clear message that you\u2019re over willing and over-keen and you could end up at the bottom of the food chain, consumed by the more experienced and sometimes predatory negotiator.<\/p>\n<h2><span id=\"13-negotiating-for-a-team\">13. Negotiating For A-Team<\/span><\/h2>\n<p><img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-93023 img-responsive\" title=\"Tell Me More About This...\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/09\/communication-300x200.jpg\" alt=\"Tell Me More About This...\" width=\"300\" height=\"200\" srcset=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/09\/communication-300x200.jpg 300w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/09\/communication.jpg 500w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\"\/><\/p>\n<p>If you\u2019re negotiating to buy a property on behalf of a group of investors or on behalf of a joint venture, remember the \u201cdivide and conquer\u201d rule.<\/p>\n<p>That is, don\u2019t let the seller divide and conquer you.<\/p>\n<p>Make sure all negotiations are through one person only and appoint one person as the spokesperson for the group.<\/p>\n<p>In reverse, if you have the opportunity and talk to each of them about the property and ask questions of each of them.<\/p>\n<p>You have your best chance of getting to the truth by doing so and you\u2019ll gather more information about the property to help you with the negotiation.<\/p>\n<h2><span id=\"14-dont-attack-the-property-or-seller\">14. Don\u2019t Attack The Property Or Seller<\/span><\/h2>\n<p>Never get personal with the negotiations.<\/p>\n<p>For example, you wouldn\u2019t describe the property as a \u201cdog box\u201d, a \u201cdemolition job\u201d or a \u201chaven for drug dealers and prostitutes\u201d.<\/p>\n<p>None of these comments are likely to achieve a reduction in the price.<\/p>\n<p><strong>You\u2019re better served if you advise the seller that the property clearly has potential<\/strong>, but it\u2019s obviously in need of work to bring it up to its best condition (which will cost say $40,000) and your offer is adjusted accordingly.\u00a0<img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-81950 img-responsive\" title=\"stress emotion buying house\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/02\/35478370_l1-300x200.jpg\" alt=\"stress emotion buying house\" width=\"300\" height=\"200\" srcset=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/02\/35478370_l1-300x200.jpg 300w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/02\/35478370_l1-768x512.jpg 768w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/02\/35478370_l1-1024x683.jpg 1024w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/02\/35478370_l1-1160x773.jpg 1160w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\"\/><\/p>\n<p>A local investor was recently looking at a property that I owned, which was in a great location, but not up to standard with the other mansions around it.<\/p>\n<p>Instead of telling me that my house was a \u201cbulldozer job\u201d he cleverly told me that I was the owner of a great property in a great area, but it was under-developed and we needed to start again.<\/p>\n<p>I left the negotiations feeling good about myself and the property rather than being resentful of him and, as often is the case, determined to sell it to anyone else.<\/p>\n<p>Potter says, \u201cI never bully and always try to be an empathetic listener.<\/p>\n<p>I also never look too urgent to do a deal.<\/p>\n<p><strong>I try and promote myself as being an empathetic listener who is ready to do a deal, but not desperate to do so.<\/strong><\/p>\n<blockquote>\n<p>\u201cI like to be empathetic because buyers are easy to deal with if they feel that they have been heard and listened to. \u00a0Let them talk as much as they want.\u00a0 And just listen (without responding), as often when they start talking they simply run themselves out and talk their own arguments out.\u201d<\/p>\n<\/blockquote>\n<p>Another typical comment that doesn\u2019t do anything to promote the negotiation process is: \u201cDon\u2019t be offended by this offer, it\u2019s not personal\u201d.<\/p>\n<p>To which the other party will always respond \u201cYes, it is\u201d.<\/p>\n<p>15. Creating Doubt<\/p>\n<p>If you\u2019re confronted with a seller or an agent who is also a hard bargainer then the best approach to their stance is to create doubt.<\/p>\n<p>That is, do your best to create doubt about the value they\u2019ve placed on the property.<\/p>\n<p>For example, use comparative sales data, or reports from independent experts such as Residex, Matusik, and BIS Shrapnel about trends within their area and State.<\/p>\n<h2><span id=\"15-ethics\">15. Ethics<\/span><\/h2>\n<p>All hard-bargaining negotiation has to be tempered so that you feel comfortable. <img loading=\"lazy\" decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-93435 img-responsive\" title=\"Is Housing Unaffordastralia 2\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/09\/Is-housing-unaffordastralia-21-300x200.jpg\" alt=\"Is Housing Unaffordastralia 2\" width=\"300\" height=\"200\" srcset=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/09\/Is-housing-unaffordastralia-21-300x200.jpg 300w, https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2017\/09\/Is-housing-unaffordastralia-21.jpg 750w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\"\/><\/p>\n<p>For lawyers and agents involved in the process, there are ethical and professional guidelines that prevent them from lying, making misrepresentations, or being involved in misleading or deceptive conduct.<\/p>\n<p>The bar is not set as high with investors, however, there have been many cases involving real estate sales where the parties themselves have been found guilty of misleading and deceptive conduct in breach of the <em>Trade Practices Act<\/em>, or held to have committed unconscionable conduct in taking unfair advantage of the other party in the transaction.<\/p>\n<p>There is no excuse for ruthless and unethical behaviour by anyone.<\/p>\n<p>Remember, it\u2019s usually only about money, and money isn\u2019t everything.<\/p>\n<p>That\u2019s true, but also remember it\u2019s right up there with oxygen \u2013 that is, try living without it.<\/p>\n<p><span style=\"color: #ff9900;\"><strong>ALSO READ: <\/strong><\/span><a href=\"https:\/\/propertyupdate.com.au\/i-would-have-been-a-better-property-investor-if-i-knew-these-12-things-earlier-in-life\/\" target=\"_blank\" rel=\"noopener\">I would have been a better property investor if I knew these 12 things earlier in life<\/a><\/p>\n<aside><strong style=\"clear: both; margin: 40px 0 20px 0; font-size: 24px; color: #000000; font-family: Oswald, Regular; font-weight: 400; line-height: 1.1;\">Now is the time to take advantage of the opportunities the current property markets are offering<\/strong><\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-large wp-image-139884 img-responsive\" src=\"https:\/\/cdn.propertyupdate.com.au\/wp-content\/uploads\/2021\/05\/metrople-team.jpg\" alt=\"Metropole\"\/><\/p>\n<p>Sure the markets are moving on, but not all properties are going to increase in value. Now, more than ever, correct property selection will be critical.<\/p>\n<p>You can trust the team at Metropole to provide you with\u00a0<strong>direction<\/strong>,\u00a0<strong>guidance<\/strong>,\u00a0and\u00a0<strong>results<\/strong>.<\/p>\n<p>Whether you\u2019re a beginner or an experienced investor, at times like we are currently experiencing you need an advisor who takes a holistic approach to your wealth creation and that\u2019s exactly what you get from the multi-award-winning\u00a0<a href=\"https:\/\/metropole.com.au\/meet-the-team\/?utm_source=pu-postender&amp;utm_medium=referral\">team at Metropole<\/a>.<\/p>\n<p>We help our clients grow, protect and pass on their wealth through a range of services including:<\/p>\n<ol>\n<li><strong>Strategic property advice<\/strong>\u00a0\u2013 Allow us to build a <strong>Strategic Property Plan<\/strong> for you and your family.\u00a0 Planning is bringing the future into the present so you can do something about it now! <a rel=\"sponsored\" href=\"https:\/\/metropole.com.au\/strategic-property-plan\/?utm_source=pu-postender&amp;utm_medium=referral\">Click here to learn more <\/a><\/li>\n<li><strong>Buyer\u2019s agency<\/strong> \u2013 As Australia\u2019s most trusted buyers\u2019 agents we\u2019ve been involved in over $4Billion worth of transactions creating wealth for our clients and we can do the same for you. Our on the ground teams in Melbourne, Sydney, and Brisbane bring you years of experience and perspective \u2013 that\u2019s something money just can\u2019t buy. We\u2019ll help you find your next home or an investment-grade property.\u00a0\u00a0<a rel=\"sponsored\" href=\"https:\/\/propertyupdate.com.au\/investor-enquiry\/?utm_source=postender&amp;utm_medium=internallinks\">Click here to learn how we can help you<\/a>.<\/li>\n<li><strong>Wealth Advisory<\/strong> \u2013 We can provide you with strategic tailored financial planning and wealth advice. <a rel=\"sponsored\" href=\"https:\/\/wealthadvisory.metropole.com.au\/?utm_source=pu-postender&amp;utm_medium=referral\">Click here to learn more about we can help you<\/a>.<\/li>\n<li><strong>Property Management<\/strong> \u2013 Our stress-free property management services help you maximise your property returns. <a rel=\"sponsored\" href=\"https:\/\/propertymanagement.metropole.com.au\/?utm_source=pu-postender&amp;utm_medium=referral\">Click here<\/a> to find out why our clients enjoy a vacancy rate considerably below the market average, our tenants stay an average of 3 years, and our properties lease 10 days faster than the market average.<\/li>\n<\/ol>\n<\/aside>\n<\/div>\n<p>[ad_2]<br \/>\n<br \/><a href=\"https:\/\/propertyupdate.com.au\/16-tactics-property-buyers-need-to-keep-in-mind-when-making-an-offer\/\">Source link <\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>[ad_1] Please use the menu below to navigate to any article section: \ufeff When you make your offer on a\u00a0 property there are a few things to keep in mind to give you the upper hand in the negotiation. Here are 16 tactics that should help you. 1. Substantiate Your Offer Provide an explanation for [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1787,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[38,125],"tags":[],"class_list":["post-1786","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-property-investment","category-property-investment-buying"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.9 (Yoast SEO v27.3) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>15 Property Negotiation Tactics for Buyers and Agents | Urban Buyer: Buyers Agent &amp; Advocates | Best Property Buyers For You<\/title>\n<meta name=\"description\" content=\"Please use the menu below to navigate to any article section: \ufeff When you make your offer on a\u00a0 property there are a few things to keep in mind to give you\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/royabhishek.in\/urbanbuyer\/15-property-negotiation-tactics-for-buyers-and-agents\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"15 Property Negotiation Tactics for Buyers and Agents\" \/>\n<meta property=\"og:description\" content=\"Please use the menu below to navigate to any article section: \ufeff When you make your offer on a\u00a0 property there are a few things to keep in mind to give you\" \/>\n<meta property=\"og:url\" content=\"https:\/\/royabhishek.in\/urbanbuyer\/15-property-negotiation-tactics-for-buyers-and-agents\/\" \/>\n<meta property=\"og:site_name\" content=\"Urban Buyer: Buyers Agent &amp; 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