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Buying property: 3 keys to negotiating the price - La Nacion Propiedades
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Compra de propiedad: 3 claves para pelear el precio
Un especialista del mercado inmobiliario brinda las claves necesarias a tener en cuenta, tanto para el vendedor como para el comprador, a la hora de negociar el precio de una propiedad
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December 27, 2025
A real estate market specialist provides the necessary keys to consider, for both the seller and the buyer, when negotiating the price of a property.
It is common for there to be a negotiation between buyer and seller to agree on a price. Shutterstock
In the complex landscape of the real estate market, where property values are gradually rising and demand remains strong, visits to real estate portals are steadily increasing . In this context, a key question arises: How do you know when and how much to negotiate the price of a property , and what are the key factors to consider when making a counteroffer?
According to Charly D'Aria, owner of D'Aria Propiedades, the value of a property is "the result of a well- or poorly-done appraisal , a correct or incorrect reading of the market, and the context in which the transaction takes place." Understanding this dynamic is crucial for both parties involved in a sale .
In this way, the broker highlights the existence of three types of prices . The " listing price " is an initial figure intended to attract interested parties and leaves room for negotiation. The " closing price " represents the final and minimum amount acceptable to the seller. However, the most relevant is the " market value ," which arises from an analysis of actual, comparable transactions, the condition of the property, its location, demand, and the current market conditions.
The specialist points out that there are three types of property pricesPitukTV - Shutterstock
An accurate appraisal, aligning the asking price with the market value, ensures that negotiations remain within reasonable limits . When the gap is significant, "it's usually a sign that the initial price wasn't in line with the market, and the discussion becomes more intense," the expert warns. That said, there are three key points to keep in mind when negotiating the price, for both the buyer and the seller .
Key points for the buyer
1) The published price is not the closing price
The first strategic step for any buyer is to understand that “ the listed price is not the closing price .” D'Aria emphasizes that, even in well-appraised properties, “there is usually a logical margin between the two values.” This range represents the real room for negotiation . To understand it, he advises “relying on specialized brokers” who, due to their knowledge of the area, “have real-world references, know the price per square meter for each type of property, and monitor the market daily.” This validated information is fundamental to “making sense of a well-formulated offer ,” transforming a guess into a solid proposal.2) Evaluate the hidden costs of ownership
A savvy buyer looks beyond the face value. “ They would look at the property's shortcomings : general condition, expenses, maintenance, repairs—anything that implies a future cost,” explains the broker. These elements, which “are also part of the price, even if they aren't listed,” can become powerful negotiation tools . A detailed assessment of potential future maintenance or improvement costs allows for a more competitive offer, turning the property's weaknesses into an opportunity to optimize the closing price .3) Take into account the context,
Patience and understanding the context are virtues for the buyer . “I would work on the context, the timing, and the owner's anxiety,” D'Aria points out. If there's no urgency, “I can make an offer and observe how the property behaves over time.” “Movement, or lack thereof, in 30 or 60 days usually provides clear signals about the actual room for negotiation .” In this scenario, a “concrete proposal, with clear figures and defined deadlines, can transform the buyer into a real opportunity,” capitalizing on the seller's need or anticipation .
When considering negotiating the price of a property, several factors must be taken into account, both from the seller's and the buyer's perspective.GBJSTOCK - Shutterstock
Key points for the seller
1) Take into account the market value
For the owner, it's crucial to " have a very clear understanding of the property's true market value and how far it's reasonable to negotiate without undervaluing it ." The importance of "having an appraisal done by a trusted real estate agency that knows the area, the price per square meter, and the actual market trends" is essential. Without this reference point, he warns, " everything becomes emotional ," which can lead to unfavorable decisions or maintaining unrealistic prices that prolong the sale. A professional appraisal is the foundation of a successful negotiation.2) Prepare the property
“ I would work on the property before putting it on the market ,” advises the specialist. This preparation involves resolving any details or imperfections that, if left unaddressed, “ end up appearing in negotiations as a reason to lower the price .” Defending the price isn't just about arguments, but also about anticipating potential objections. A property in optimal condition minimizes excuses for lowering the price and presents a more solid value to the potential buyer.3) Manage time well
“I would manage the timing with a cool head. Don't negotiate from a place of anxiety or poorly managed urgency ,” is the third key for the salesperson. The ability to “know when to hold the price and when to adjust it is also part of preserving value,” advises the specialist. Decisions driven by anxiety can lead to accepting offers below value . Rational management of time and one's own expectations allows the salesperson to maintain a firm and strategic position throughout the process.www.buysellba.com
