The Art of Property Negotiation

The Secret Art of Property Negotiation

Navigating property negotiations, especially when dealing with estate agents, requires skill and understanding. This article provides insights into the key principles of negotiation tailored to home buying.

  1. Preparation: Your Negotiation Blueprint

Effective negotiation begins with preparation. For homebuyers, understanding the local property market and being clear on your budget is crucial. Engaging in detailed research on property prices and trends in your desired area is essential. Learn more about effective negotiation preparation on

  1. Building Rapport with Estate Agents

Creating a good relationship with estate agents can be advantageous, even though they represent the sellers. Demonstrating that you are a serious and communicative buyer can positively influence negotiations. Discover techniques for building rapport in negotiations on

  1. Understanding Your Position and Interests

It’s not just about the price; it’s about what can be negotiated to meet your interests. This could include flexibility with move-in dates or certain inclusions in the property. Read more about the importance of focusing on interests in negotiations on the Strategic Account Management Association blog.

  1. The First Offer: Strategy and Timing

The first offer in a property negotiation can set the trajectory for the entire process. As noted by the Strategic Account Management Association, making the first offer has a psychological impact, setting an anchoring point in the negotiation. For a buyer, this means making an offer that is reasonable but leaves room for negotiation. Learn about the strategy of the first offer in property negotiations on the Strategic Account Management Association blog.

  1. Flexibility and Adaptability

Adaptability is key in property negotiations. Challenges such as unexpected findings from a home inspection or changes in financing terms are common. Being able to adapt to these changes is crucial. Explore the importance of adaptability in property negotiations on

  1. Recognising the Emotional Element

Buying a home is often an emotionally charged decision. Understanding and respecting the emotional aspects of the transaction can lead to more empathetic and successful negotiations. Recognising the seller’s motivations and constraints can facilitate smoother negotiations.

  1. Ethical Considerations and Long-term Perspectives

Maintaining ethical standards in your negotiations is crucial. This includes being transparent about your intentions and capabilities. Ethical negotiation practices, as noted by CMI, foster trust and professionalism in the property market. Discover more about ethical considerations in property negotiations on the Chartered Management Institute website.

  1. Closing the Deal

Ensuring all terms are clearly outlined in the contract is vital. Having a legal professional review the contract before signing protects your interests and ensures a smooth conclusion to the negotiation process.

Case Study: Negotiating a 10% Reduction in Property Price Due to a Defective Roof


In a recent transaction facilitated by CJ Bloor Property Consultants, one of our clients successfully negotiated a 10% reduction in the purchase price of a property. This negotiation was particularly notable as it employed the principles of effective negotiation that we advocate, especially in the context of property defects identified during a home survey.

The Situation

Our client, Mrs. Smith, was in the process of buying a four-bedroom house in a sought-after neighborhood. The property had a significant issue: a defective roof covering the main house, identified during a RICS Home Survey.

The Challenge

The discovery of the defective roof posed a challenge for Mrs. Smith. She was keen on the property but concerned about the additional expense and inconvenience of repairing the roof.

Strategy Employed

  1. Preparation and Understanding of the Market: Mrs. Smith undertook comprehensive research on the local property market and the costs involved in repairing the roof.
  2. Building Rapport with the Seller and Estate Agent: Mrs. Smith maintained a positive relationship with the seller and their estate agent throughout the negotiation process.
  3. Focusing on Interests, Not Positions: Mrs. Smith focused on the mutual interest of both parties: a fair and quick sale.
  4. The First Offer and Anchoring: Mrs. Smith made a revised offer 10% lower than the asking price, anchored around the costs and inconvenience associated with the roof repair.
  5. Adaptability and Emotional Intelligence: Mrs. Smith remained adaptable and empathetic throughout the negotiations.


After several rounds of negotiation, the seller agreed to a 10% reduction in the property price, reflecting the cost involved in repairing the roof.


This case demonstrates the effectiveness of strategic negotiation in property transactions, especially when unexpected issues arise. Mrs. Smith’s success was a direct result of her preparedness, ability to build rapport, focus on interests, strategic first offer, and emotional intelligence.

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