Negotiating the price of a property: the method

The listed price is almost never the final word. Negotiating well is not about haggling aggressively, it is about arriving prepared and making the right case. Here is how to approach the negotiation without putting anyone off or overpaying.

Prepare your negotiation

Before you talk, do your homework. Compare the property with similar listings in the same area, note how long it has been on the market, and identify its weak points as well as its strengths. An informed buyer negotiates better than a rushed one.

The levers that lower the price

• Works to plan (roof, wiring, refresh) that can be costed.
• A property that has been on sale for a long time or priced above the market.
• A strong position on your side: financing ready, quick decision.
• Objective drawbacks (overlooking, floor, noise) that are documented.

Handle the exchange well

• Make a reasoned first offer, neither insulting nor too close to the asking price.
• Stay courteous and factual: the relationship matters, especially between private parties.
• Keep a margin and know how far you are willing to go.
• Put each point in writing once it is agreed.

Negotiation is not only about price: timing, furniture left behind or the handover date can be discussed too. And remember that a balanced deal, where each side gains, closes faster, in Lomé as in Abidjan.