How to handle your property negotiation

The Most Feared Step in Buying Property — And How to Handle It

When it comes to buying property, most buyers fear the negotiation stage more than anything else. It’s the part that feels high-stakes, high-pressure, and often high-confusion.

And it’s no wonder — negotiating the price of a property you want to purchase isn’t like any other type of negotiation – even if you’re a lawyer and negotiate for a living.  It’s personal. It’s complex. And it’s unfamiliar territory for most buyers.

Most buyers spend a lot of time analysing what games the agents or sellers are playing, but the good news is that successful property negotiation has little to do with mind games, and everything to do with preparation.

Why Negotiation Feels So Intimidating

Most buyers aren’t trained property negotiators, and will only buy a few properties in their lifetime. 

Being unfamiliar with the activity adds to the complexity and stress, but there’s ways to mitigate this so you don’t feel like you need nerves of steel, a poker face, and the ability to read minds to come out on top.

The truth is, while property negotiation is a specialised process — not something you can “wing” with confidence and charm alone – you can swing the balance of power in your favour if you use  structure, support, and strategy.

What Buyers Get Wrong About Negotiation

Too often, buyers make one of three critical mistakes:

1. They rely on gut feel instead of accurate property data.
2. They focus too much on the agent’s behaviour, and not enough on their own preparation.
3. They rush in with an offer (or sign a contract!) without expert review or guidance.

This results in missed opportunities, overpaying, or worse—legal or financial headaches that could have been easily avoided.

How to Approach Negotiation the Smart Way

If you’re preparing to buy, here’s how to approach negotiation with clarity and confidence.

1. Understand the Full Buying Process

Knowing when and how to negotiate starts with knowing where you are in the process. Are you pre-approved? Have you done your due diligence on the property and area? The more clarity you have, the better decisions you’ll make.

2. Do Your Research

Access reliable data about:

• The property itself
• Recent local sales
• The broader market conditions
• The selling agent’s track record

When you know more, you offer smarter — and with far more confidence.

3. Don’t Skip Legal Review

No matter how rushed things seem, never sign a contract without having it reviewed by your solicitor. A well-prepared buyer doesn’t just focus on price—they protect their position all the way through to settlement.

Why Preparation Beats Pressure Tactics

The best negotiators don’t bluff or bully—they prepare. They understand their goals, know the facts, and approach each step with a cool head.

That’s why we created the Buyer Success Program (BSP) — to support buyers in the moment, when decisions count most.

The Buyer Success Program: Your Ultimate Negotiation Advantage

The BSP is Australia’s only interactive, real-time buyer support system designed to guide you through the entire purchase — from inspecting properties to crafting irresistible offers and winning at auction.

Inside the program, you’ll find our exclusive Negotiation Booster module, which includes:

• A best-practice cheat sheet you can use in real negotiations
• Phrases and strategies to strengthen your position
• Offer templates and agent interaction tips
• Practical case studies based on real client scenarios
• Mindset tactics to help you stay calm and confident when the pressure is on

And because no two properties—or buyers—are the same, you’ll have access to ongoing, step-by-step support that adapts to your situation.

Ready to Ditch the Guesswork?

If negotiation has been the part of buying you’re dreading most, it’s not surprising because there’s a lot riding on the outcome. But with the right preparation and tools, it becomes one of the most empowering parts of your journey.

The Buyer Success Program gives you the edge most buyers never have.

👉 Learn more and get started today — because you shouldn’t have to guess your way through one of the biggest purchases of your life.