Negotiating an Offer

How to Negotiate When Buying a Property

Negotiation is one of the most important parts of buying a property  and also one of the most misunderstood. For many buyers, it can feel uncomfortable or intimidating, especially in competitive markets.

The good news is that successful negotiation isn’t about being aggressive or “winning at all costs.” It’s about understanding the situation, being well prepared, and making informed decisions that put you in the strongest possible position.

Understand What the Seller Values

Price is important, but it’s rarely the only factor a seller considers. In many cases, sellers are equally focused on terms and certainty.

Common priorities for sellers can include:

• Preferred settlement dates that align with their next move
• Unconditional offers, or offers with fewer conditions
• Certainty and speed, particularly if they’ve already purchased elsewhere

Taking the time to understand the seller’s motivations allows you to structure an offer that appeals to what matters most to them sometimes without increasing your price.

Structure a Strong Offer

A strong offer is not always the highest offer. How an offer is structured can make a significant difference to how it is received.

Key elements of a well-presented offer include:

• Clear and realistic conditions
• Reasonable timeframes for finance, building inspections, and due diligence
• Flexibility where possible on settlement dates

In some situations, reducing the number of conditions or shortening timeframes can strengthen your position just as much as increasing the purchase price.

Stay Calm and Strategic

Buying a property can be emotional, especially when you’ve found a home you love. However, emotional decisions can sometimes lead to overpaying or making rushed commitments.

A calm, strategic approach allows you to:

• Stay focused on your budget
• Respond thoughtfully to counteroffers
• Avoid unnecessary pressure

Having an experienced real estate professional guide you through the negotiation process can help keep discussions constructive and ensure your interests are protected.

Frequently Asked Questions About Property Negotiation

How much should I offer when buying a property?
This depends on market conditions, recent comparable sales, and the level of competition for the property. A local agent can provide guidance to help you make an informed and realistic offer.

Is it okay to offer below the asking price?
In some markets, yes. In others, competitive demand may require stronger offers. Understanding local market trends is key to knowing what approach is appropriate.

What conditions should I include in my offer?
Common conditions include finance approval, building inspections, and legal review. The right conditions depend on your situation and the method of sale.

Does an unconditional offer really make a difference?
Yes. Unconditional offers provide certainty for sellers and can be very appealing. However, it’s important to only go unconditional once you’re fully comfortable and properly advised.

How long should my offer remain open?
Most offers include a deadline, often between 24–48 hours. This creates clarity for both parties while allowing time for consideration.

What happens if there are multiple buyers?
In multiple-offer situations, structure and certainty become especially important. Clean terms, strong finance preparation, and professional guidance can help you stand out.

Should I negotiate directly with the seller?
Negotiations are usually conducted through the agent. This helps keep communication professional, clear, and focused on achieving the best outcome for all parties.

Need Help Navigating Negotiations?

Every property and negotiation is different. At Ray White Marshland, we help buyers across Marshland, Christchurch, and Canterbury negotiate with confidence and clarity. If you’re preparing to make an offer or want expert guidance, our team is here to help.