How to bargain with an apartment seller. How to reduce the price of an apartment? Expert advice The seller raised the price of the apartment
How to negotiate with the seller so that he agrees to reduce the price, and what is the average discount on the secondary housing market?
“Negotiable” is a phrase that often appears in real estate advertisements. For a potential buyer, it serves as a signal that the seller is ready for a discount. According to realtors interviewed by RBC Real Estate, today in Moscow the size of the discount when buying an apartment on the secondary market can reach 20-25% of the initially stated price - and the price reduction often does not depend on the characteristics of the housing itself.
Over the past year, more than 80% of transactions on the secondary market in Moscow took place at a discount, as calculated by the Inkom-Nedvizhimost real estate agency. This trend peaked in November, when the share of discount deals. “Now the market is falling, everyone has been actively trading for the last two years,” confirmed Anton Mikov, a real estate specialist at the real estate company Etazhi. — Sellers set prices according to their expectations and feelings. Very often the stated value turns out to be higher than the market value because they bought the property in a strong market at a high price and now want to get their money back. Understanding the real price comes after some time.”
What discount should I expect?
According to realtors, the average discount on the secondary market in Russia ranges from 3% to 13%, depending on the region. Thus, in Moscow, buyers start bargaining with 2-3%, and eventually reach 7-10%, the Est-a-Tet agency calculated. The average figure for the Moscow region is 9%, and the closer to the capital, the smaller the discount sellers give, the Megapolis-Service company found out: if in the near Moscow region a discount of 3.5% is considered normal, then for the far Moscow region 13 % discounts.
In Siberia, the discount is measured not as a percentage, but in absolute values, the Etazhi agency told RBC Real Estate. For example, discounts on one-room apartments in Tyumen are usually about 50 thousand rubles, and on “three rubles” - about 300 thousand rubles; in Omsk, the discount amount for one-room apartments and studios ranges from 20-50 thousand rubles, and for multi-room lots reaches 500 thousand rubles, indicated the head of the sales group of the local branch of Etazhey, Mikhail Kashlenko.
“In the case of an urgent sale, when, for example, a person moves and has nothing to do with this property, you can achieve the maximum discount,” noted Marina Moskvicheva, director of the secondary real estate department at Est-a-Tet. — Apartments fall sharply in price not due to their consumer characteristics, but mainly due to the personal circumstances of the seller. This is the psychological spring that will become the basis for bargaining.” “The maximum discount [on the Moscow secondary market] reached 20-25%,” said Mikhail Kulikov, director of the secondary market department at Inkom-Real Estate. “The owners of these apartments, due to difficult life circumstances (for example, people need to receive a large sum as soon as possible to pay for an operation for a relative), could not wait and were ready to make serious concessions. Of course, this does not mean that all sellers are ready for such a big discount.”
Who is useless to bargain with?
“There are two types of inflated prices,” said Konstantin Barsukov, general director of the Relight Real Estate agency. — The first is overvalued objects. At the end of 2015 and the beginning of 2016, many overpriced apartments were put on the market. This is not due to the fact that bargaining was included in the price of the apartment, but to the fact that many owners overvalued their apartments - a normal phenomenon for the post-crisis period, when prices have not stabilized and sellers do not fully understand the cost of their apartments. The second type is a slight increase in price for bargaining. In general, we are talking not about the approach “I will add so much to my price, since the buyer will still haggle,” but about the approach “I know that my apartment costs from such and such an amount to such and such, Therefore, I will list the apartment at the maximum level or closer to it and, if the buyer bargains, I will give him a little concession.”
The existence of overvalued properties for which it is impossible to obtain a discount was confirmed by other realtors. “Approximately 80% of apartments on the capital’s secondary housing market are currently put up for sale at greatly inflated prices,” said Mikhail Kulikov. — The owners of such properties are not ready to negotiate, despite the fact that the apartment may be looking for buyers for more than a year. Without a reduction in cost, these objects will not be sold given the current market conditions.”
“In the eyes of sellers, prices are too low,” Sergei Vlasenko, president of the Megapolis-Service real estate association, explained the logic of homeowners. “The sellers didn’t get it in their heads that the value of real estate has decreased over the past two years. They think like this: “I bought this apartment for such and such a price three or four years ago. Why should I sell it cheaper now?” The fact that before 2014 real estate prices were inflated is not perceived by them.”
In many cases, buyers do not even call about overpriced advertisements, said Marina Moskvicheva. “The market is overflowing with comparable offers,” says the director of the secondary real estate department of the real estate agency Est-a-Tet. — Those advertisements that appear in overpriced databases are simply ignored and not even viewed, since there are quite a lot of similar options. Most often, people look at the first five or six ads with the lowest prices in the sample.” Discount negotiations most often begin with the authors of such advertisements.
How to prepare for negotiations
Before starting to bargain, the buyer should inspect several similar apartments - in the same area and with the same rooms, advise the agencies Inkom-Real Estate, Etazhi, Megapolis-Service, Relight-Real Estate and Est-a- Tet. “The buyer does not purchase the property after the first viewing,” explained Mikhail Kulikov. “He visits several apartments, finds out whether bargaining is possible when purchasing them, and sometimes returns two or three times to the same object. As a result, he chooses an apartment where the price-quality ratio suits him most, and here he makes every effort to get a discount. Moreover, when bargaining, you can mention that, for example, in the next entrance a similar apartment costs a little less or its owners are ready to make concessions.”
Realtors do not recommend bargaining over the phone. “This will not bring success,” Sergei Vlasenko is convinced. — Bargaining with the seller is appropriate only after you have looked at the property put on the market, met the owner and established good contact with him. Upon inspection, you will definitely identify deficiencies. Don’t be shy about talking to the seller about them - just don’t criticize the apartment too much, as this will cause unnecessary aggression.” “Starting a bargain before viewing the apartment is most often completely pointless and even dangerous: the seller will take a defensive position. In this case, a constructive dialogue will most likely not work,” says Marina Moskvicheva.
Correct arguments
“We need to select real arguments. The best argument is pointing to a similar apartment that suits you, but costs less or the same,” says Konstantin Barsukov from Relight Real Estate. “It is worth focusing your attention on the discrepancies between the description of the living space in the advertisement for sale and the real state of affairs,” advised Mikhail Kulikov. “For example, the advertisement states that the kitchen area in the apartment is 9 square meters. m, but in fact it is 8.3 sq. m. This is a serious difference. Or it’s written that it’s a five-minute walk from the metro station to the apartment, but in reality it’s fifteen minutes.”
“You shouldn’t be too zealous in identifying the apartment’s shortcomings,” Moskvicheva recommended. — It’s best to talk in general terms about objective flaws, and not about “the bad taste of the designer” or “the stink in the entrance.” An argument for reducing the price may be significant shortcomings - not the most attractive view from the window or a somewhat outdated renovation.”
“If the apartment is sold furnished, then you can ask the seller not to leave it to the buyer and thereby reduce the price,” said Anton Mikov from Etazhi. “There are also impulse sales, when the seller at first does not want to reduce the price by a single ruble, and then something changes in his life - and he is ready for a big discount.”
The Megapolis-Service agency suggests drawing the seller’s attention to the possible benefits of reducing the cost. “You can tell the owner that, for example, the discount of 100 thousand rubles that you are asking for can be compensated if he puts the money received for the property on deposit in a bank for two to three months,” said Sergei Vlasenko.
“If you don’t have real arguments and you understand that the cost of the apartment is on the market, there are no adequate analogues, and the apartment is ideal for you, you can try unreasoned bargaining,” Barsukov suggested. “You can always simply ask: “Can you give up some amount?”
Broken Arguments
In an attempt to achieve a discount, the buyer sometimes drives himself into a dead end. According to the director of the Perm branch of the Etazhi agency, Lidia Belobokova, the phrases “I have cash” and “I’m ready to pay a deposit right now” can be called real stop signals for the seller: after uttering these sentences, the buyer may not count on a discount. “If the buyer lacks education and begins to insult the condition of the house, entrance and apartment, then you can forget about the discount. In this case, even an experienced realtor will not be able to do anything,” added Mikhail Kashlenko.
Some buyers like the tough way of negotiations - with phrases like “reduce by a certain amount - then we’ll talk.” “After such a phrase, sellers rarely call back,” Mikhail Kulikov is convinced. — Any tactics associated with brutal pressure, blackmail or manipulation are extremely ineffective. There are isolated cases when people who are in a hopeless situation are forced to bend under the buyer and agree to all his conditions. However, I believe that the best way to reach a compromise when buying real estate is to treat your transaction partner with respect.” “This tactic can work if a person really needs an urgent sale, and in front of him is a buyer with free money,” Moskvicheva clarified.
Why deals fall through
Sometimes the purchase of an apartment falls through at the last moment - after the seller has reduced the price and the buyer has promised to pay him money. In some cases, the seller decides that he acted rashly by promising a discount, and decides to refuse the deal so as not to lose money. “An indirect sign of a possible price increase may be the continuation of advertising of an object after accepting an advance for it,” warned Konstantin Barsukov.
The most common mechanism for protecting against a failed deal is making a deposit, believe Inkom-Real Estate and Megapolis-Service. “It is necessary to transfer the deposit to the owner of the apartment and conclude a preliminary agreement with him, which will describe all the nuances of the transaction,” says Mikhail Kulikov. — This is a guarantee against the refusal of one of the parties to the transaction - the seller or the buyer - from their obligations. If the owner refuses to sell the living space on the terms specified in the contract, the deposit will need to be returned to the buyer in double amount. If the buyer refuses the transaction, the deposit will not be returned to him.”
“If there are other, more attractive buyers, the seller will not fix the relationship with a deposit. If the seller often postpones the decision, citing the fact that he “needs to consult,” then perhaps he is negotiating with someone else. To fix the price you need, sign a price agreement right during the viewing - it can be included in the inspection report,” suggested Lidiya Belobokova.
The owner of the apartment may not reduce, but suddenly raise the price if he sees the buyer’s strong interest, realtors point out. It is almost impossible to protect yourself from such behavior of the seller, Konstantin Barsukov is convinced. “Of course, at the stage of making an advance payment, you can sign not an advance agreement, but a preliminary purchase and sale agreement - if, of course, the seller agrees to this. The existence of such an agreement gives the buyer grounds to force the seller through the court to conclude the main agreement. But it’s unlikely that the buyer will get involved in a lengthy legal battle when there is an opportunity to simply buy another apartment,” said the director of Relight Real Estate.
“As a rule, there is a reason for refusing a transaction: either a buyer has been found who is ready to pay the full price of the apartment, that is, without a discount and with compensation for the loss of the deposit, or the seller is experiencing some life situations. In such cases, it is already useless to negotiate,” concluded Anton Mikov.
Currently, the real estate market is experiencing high competition among sellers, because over the past 10 years quite a lot of real estate has been built. Moreover, in conditions of economic tension and the fall of the ruble over the past year, the purchasing power of the population is correspondingly falling, which further reduces the demand for current prices of square meters. In this publication, we will tell you how to bargain when buying an apartment, reduce the price and buy cheaper than the market. We are sure that this information will be useful to those who are buying a home for the first time, or perhaps to those who have already bought apartments before, but do not know how to reduce the price of an apartment when the seller turned out to be a “tough nut to crack.”
Over the past 15 years, the real estate market has been growing, this has been facilitated by a number of conditions, including the reduction of mortgage rates by the country's banks, an increase in prosperity, an increase in the birth rate and the inexorable process of people moving from rural areas to cities. Against this background, it could often be observed that realtors purposefully inflate prices for apartments if they see them, especially when they can cling to some advantages, such as proximity to metro or train stations, urban infrastructure, or vice versa to the ecology of the forest. Therefore, every apartment buyer must learn how to bargain when buying an apartment, be able to reduce the price and ultimately buy the treasured square meters cheaper. Let's figure out how to learn this and what to look for first.
Analysis of the market for apartments for sale
The first thing you have to do is decide on the maximum amount you are willing to spend on purchasing a home. And it doesn’t matter whether you buy real estate for cash, buy an apartment with a mortgage, get a cash loan from a bank - determine the upper price level for the apartment, above which you will not buy. Immediately set yourself pessimistic conditions, and do not take into account discounts or the possibility of bargaining, because you may come across a principled seller who will not lower the price per m2.
Having decided on the maximum price, we move on to the next step - we conduct a market analysis, study advertisements for the sale of apartments, and select several acceptable options in terms of price and location. Now you can find out exactly what offers that match your needs are on the market right now. Pay attention to the opportunities for bargaining, very often this is directly announced on the advertisement page for the sale of an apartment; you will need this information to understand whether you can “knock out” from the original cost of the apartment, as a result of bidding with the seller, the discount that will allow you to buy cheaper accommodation you like.
An important rule: when talking with an apartment seller, do not brag about your income, good financial situation, expensive car, etc.! The seller will understand that you are a wealthy person and will not reduce the price of the apartment you like. Keep in mind that professional realtors are also good psychologists; their experience and knowledge allow them to make sure that the buyer spends more than he planned (after all, their income is very often a percentage of the cost of the apartment sold to you) and ends up buying something other than what he planned . Be vigilant, and it is better to create the image of a “poor relative” than a “rich uncle,” and do not rush to “shake hands.”
In what situations will you have to bargain when buying an apartment?
Many buyers ask at what point should they start bargaining? When you see an advertisement for the sale of an apartment and it mentions the possibility of bargaining, keep in mind that the amount that the realtor seller is ready to give you is already included in the price of the apartment at a discount. If you find properties for sale with similar characteristics and compare prices, you will see for yourself.
It’s rare, but it also happens that the seller is an owner, and not a professional realtor, and does not know the real prices, and therefore is ready, if necessary, to bargain and get a pretty good discount from the original price.
And finally, there is an urgent sale of real estate - probably this option can be called the most successful for the buyer. For various reasons, the owner of the property may urgently need finance and is ready to sell the apartment much lower than the market, not 30-50%% of course, but the discount will be noticeable!
A common option is the situation when the apartment has been put up for sale for a long time, and the seller initially did not intend to reduce the price. But at a certain point the owner begins to get nervous, patience is running out, and he worries whether he will be able to sell his apartment at all? And at this moment the word “bargaining” appears in the advertisement for sale, or the price is generally reduced.
Sometimes it happens that the property is problematic, the seller wants to “get rid” of it as soon as possible, even at a very low price. Be wary if the apartment is clearly good, but its price is suspiciously below the market, and the seller, in addition, willingly begins to “bargain” and discounts the already very “tasty” price.
So, your primary task is to understand why the seller is willing to bargain and lower the price. And only after you have analyzed the market and found out under what circumstances the apartment is being sold, only then can you begin the bidding itself.
What will help you bargain when buying real estate?
You have decided on a property and are thinking about how you can reduce the price. Let's name the most important factors that influence the price and will help bring down the price per square meter.
Disadvantages of the apartment- boldly but delicately emphasize them, letting the seller know that the apartment suits you, but you want to get a discount. These could be the following:
- lack of repair;
- first or last floor;
- the presence of a busy road near the house;
- the presence of tram tracks, railways, etc. nearby;
- dark rooms;
- low ceilings;
- dilapidated condition of the building;
- malfunctions of water supply/heating systems, etc.
Meet the seller halfway- it happens that the seller plans to sell his apartment and immediately buy another, but has not yet found a suitable home. In this case, you may agree to wait a certain time and in return ask the seller to give you a discount.
The seller's desire to sell the apartment quickly- you should pay attention to the wishes of the owner of the apartment you want to purchase. Perhaps he needs to quickly complete the sale and move to another city. Talk to the seller and discuss whether he is willing to give an additional discount for promptness. It is likely that the apartment owner will make concessions.
"Stale goods"- if an apartment has been sold for a long time without results, and an advertisement for its sale has been flashing on real estate websites for a long time, then you can focus on this. Both the seller and the realtor are interested in selling the apartment faster, hint that you will be happy to take this apartment right now... but at a discount.
“Exactly the same, but cheaper”- if you find a similar apartment option cheaper, tell the seller about it and note that you will buy from the one who will ultimately give up more. If the seller really needs to sell the apartment quickly, he may give you a discount.
You should bargain confidently when buying an apartment; it depends on how much you can reduce the price and. For example, if the apartment is not renovated, then tell the seller the approximate cost of the repair and ask for just such a discount, remember, whoever names the price first sets the tone.
What will help reduce the price when buying real estate?
You and the apartment seller are in an interdependent relationship: you need to buy the property, and he needs to sell it. What can you offer the seller to interest him in your price?
- Payment in cash: it's faster and more convenient. It is with this type of payment that sellers are most willing to make discounts.
- Purchasing an apartment without intermediaries, in the shortest possible time.
- Tell the seller that you will complete everything yourself when there is no need for his presence.
- Offer to help with the transportation of things and organize his move.
- Help the owner find a new apartment.
- Note that you can wait until the former owner can find new housing and vacate the apartment.
Have you made a deal? Sign the contract immediately
Bargaining is always an emotion, which means that the seller can promise you a lot of things, then, having cooled down, back down. And so that he does not have the opportunity to “take back his words,” draw up an agreement as soon as the amount acceptable to you is determined. What points need to be specified in detail in the contract?
- The total cost of the apartment.
- Deposit and terms of its transfer.
- Deadlines for completing all documentation.
- The time frame within which the former owner undertakes to vacate the apartment.
- Fines if the terms of one of the parties are not met.
Typically, the buyer makes an advance or deposit - this serves as “confirmation” of his intention to buy an apartment. However, keep in mind that (according to Article 380 of the Civil Code of the Russian Federation), the advance payment only plays the role of an advance payment for a future transaction, acting as a “reservation” of the apartment.
The deposit is drawn up under a “deposit agreement” and if the transaction is terminated due to the fault of the seller, the buyer receives double compensation. If an advance was made and the deal fell through according to the seller, then the advance is returned in a single amount. But if the buyer of the apartment is to blame for the failure of the transaction, the deposit or advance remains with the seller, do not forget about it.
Some tricks to help you bargain when buying a home
Do you see that the seller does not intend to reduce the price? Try more active bargaining methods. For example, come to an apartment inspection with a list of other apartments. You look around the rooms and sigh, saying how little time you have to look at all the properties and buy the one that is cheaper than the others. At this point, the seller begins to worry - especially if the sale is urgent. And then you say: “If only the price were a little lower, I would definitely buy your apartment.” Remember that there are many properties on the real estate market, and therefore it is usually beneficial for the seller to compromise with the buyer, especially when the market becomes a buyer's market!
Another trick that will help bargain when buying a home can be a conversation with neighbors or residents of the house, and even talk to grandmothers or young mothers right at the entrance, ask them directly about the shortcomings of the house, it is quite possible that they will tell you in the presence of the seller about what was not obvious during a cursory analysis of the offer for sale, thereby giving you a major trump card that allows you to further reduce the price and buy an apartment cheaper.
If you find additional “shortcomings” of the apartment, feel free to ask for a discount. However, you should not put undue pressure on the seller: some will be “defensive” under such pressure and may fundamentally refuse to make a deal with you, hoping to wait for a more accommodating buyer. Conduct negotiations calmly and confidently. And be sure to study the real estate market in the desired area - this is the only way you can make compelling arguments and achieve a reduction in the price of the apartment.
If you realize that the option you like is asking for an adequate market price, do not try to bring it down even lower: most likely, the seller also knows a little about the market.
He may well give up some small amount, but most likely he will not sell a good option for next to nothing. An attempt to greatly underestimate the cost can backfire: if the seller decides that you consider him stupid, he may refuse to do business with you altogether. It's a shame to miss out on a good apartment because of such an unfortunate oversight.
Often, sellers inflate the price due to recent renovations, which cost them dearly - the money spent is simply included in the price of the apartment, and the renovation itself is used as an argument during the bargaining.
The good news is that you can turn this argument into a counter-argument. If the seller refuses to give a discount, citing non-repairs, say that you don’t like the interior and you are going to remake it for yourself. Explain that these are additional costs that can be covered by a small discount in your favor.
If the seller is categorically unwilling to reduce the price, try to bargain for built-in appliances, a split system or furniture. Often cabinets for the kitchen or hallway are made to order, and the sizes of the appliances are selected individually. It’s difficult to successfully fit old furniture into the interior of a new apartment - it ends up collecting dust in the closet or garage. If you are satisfied with the appearance and condition of the countertop and stove, offer to keep them as a bonus with your purchase.
Are you buying an apartment with your own money and not with a mortgage? This is a good argument in your favor. The transaction process will go faster, and the seller will not have to collect additional documents that the bank needs and you don’t need. As a result, with you the seller will receive money much faster than with a mortgage buyer. If you consider that 70% of purchase and sale transactions take place with the participation of a creditor bank, it becomes clear that a buyer with his money is worth his weight in gold. So if you buy an apartment without the participation of a bank, feel free to offer the seller to reduce the price a little.
Often a person sells his home and looks for another option in return. Say that you are willing to wait until a suitable option is found. Perhaps you will even allow you to live in your now apartment for some more time so that the move goes without haste and stress. Of course, not free of charge: such concessions in terms of time must be compensated by concessions in price.
Savings on consultations with specialists often result in losses. If you turn to an experienced realtor for help, he will not only help you select and check the option, but will also bargain for you. You will only need to discuss the maximum amount that you are willing to spend on purchasing an apartment.
Regardless of whether the ad contains the word “bargaining” or not, sellers include a discount price in the price of almost every apartment for sale. But whether this figure can be reduced depends on many factors and, of course, on the skill of the buyer. If you know a couple of tricks, the discount can significantly exceed the standard 5%.
The size of discounts is directly affected by the price category of housing. If in the “economy” segment the discount does not even reach 5%, then in the “average” and higher “high” segments you can hope for a full 15% of the starting price.
Many sellers are willing to sell the property at a price lower than what was originally offered. This mainly concerns owners of Khrushchev-era apartment buildings with dilapidated communications, inconvenient layouts, and miniature kitchens. The disadvantages inherent in Soviet-built housing significantly reduce the cost, despite the obvious advantages of a particular apartment. Khrushchevka next to the metro is less interesting to the average buyer than a one- or two-room “primary” apartment of the “comfort” class, which must be reached from the “subway” by ground transport.
To bargain or not to bargain? 
The mark in the ad “negotiable” is largely due to the inflated price in relation to the market value. We can talk about collateral, as well as illiquid housing that needs not only cosmetic, but also major repairs. Understanding their situation, the owners themselves signal the possibility of discounts. This is the very case when the buyer simply needs to bargain. The basis for a request to lower the price should be the inconvenient location of the apartment, poor housing layout, or lack of renovation for several years.
There are exceptions when the owner is reluctant to lower the price or is convinced that there is no need to bargain at all. For example, it is unlikely that it will be possible to reduce the price if, in comparison with similar apartments offered on the market, the housing is already being sold “cannot be cheaper.”
To bargain or not to bargain also depends on the situation in the market of the seller and the buyer. If the quality of the apartment is excellent, when the seller has the attention of many other candidates for its purchase, bidding is inappropriate. The owner, as a rule, will choose the one who gives more.
It happens that even with low consumer demand it is not always much cheaper to bargain for an apartment 
it turns out. This usually concerns highly liquid attractive housing - luxury apartments in prestigious areas. Real estate in the elite segment of the market, unlike objects of mass demand, lives by special laws and costs exorbitant amounts of money. Nevertheless, there is and will always be a demand for it.
The situation is often determined by the type of transaction itself. For example, during a counter purchase, the seller is looking for options for more spacious housing or in a different area. If you receive a discount on a new living space, there is a possibility that the owner will reduce the price on his old property.
It is imperative to bargain when a buyer's market is rife with offers. In this situation, the price of real estate can realistically be reduced by 12% or more.
There is no point in counting on a discount when considering an apartment at a reasonably high price, which significantly exceeds the cost of housing of equal size. For example, when buying a view apartment in a historical area. The owners of such living space are generally not ready to give in. It is useless to talk about imaginary or obvious shortcomings of the apartment. The seller will still wait for his buyer and sell the home at a profit.
Five key rules to follow when bargaining 
Often, buyers miss the chance to purchase an apartment they like or overpay a lot of money due to the inability to negotiate and trade. In order for the seller to give in on price, adhere to the following basic rules:
- Never bargain over the phone, and use the Internet only to clarify details or make an appointment. The parties should discuss the price face-to-face. When meeting in person, the chances for extending the dialogue are much greater. In case of unpleasant emotions, it is much easier for the seller to hang up rather than kick the buyer out of the apartment.
- Try not to haggle on your first visit. The owner will immediately feel that he really likes the apartment and it will be more difficult to reduce the price. It is better to meet with the seller a couple of days after the inspection and begin discussing the details.
- Never admire during inspection. Be moderately polite. Do not praise the apartment and the owner. Otherwise, you can convince the seller that his property is practically “golden” and he will have to forget about the discount.
- Don't criticize the apartment and watch your intonation when bargaining. Direct statements can hurt the owner’s pride, and he will fundamentally not sell you the property. Avoid remarks with a negative connotation - “the condition is terrible,” “the apartment is ruined,” “it’s not worth that kind of money.” The intonation should set the owner up for cooperation, but not for fighting. Negotiations should not feel demanding, superior, or arrogant. You can carefully emphasize that “the apartment needs renovation,” “the layout is a little outdated,” “it would be desirable to have higher ceilings.”
- Be confident during bidding and try to look the owner in the eye. Outline the “trading zone” by immediately offering your price correctly. The figure must obviously be less than what you are ready for. Such a move will force the seller to lower the bar somewhat, since it will no longer be convenient for him to voice the upper price limit. But a remark from the doorway “how much will you give me” will make you, in the eyes of the apartment owner, more like a curious tourist than a potential buyer.
We deal with shortcomings to reduce costs 
Gently explain to the owner that you are ready to buy an apartment, but only cheaper, for the following reasons:
- distance from the metro. Try to explain to the owner of the proposed property that if it takes half an hour to travel to the subway, then in a year you will accumulate about 365 hours, which cost you one and a half salaries. Such arithmetic often helps convince the seller to make a discount;
- inconvenience of floors. On the first - damp due to the basement, little sun, noisy, etc., and on the last - hot from heating the roof, the roof may leak, drafts due to strong winds or cold due to insufficient pressure in the heating pipes;
- poor condition of the apartment. It is worth pointing out outdated communications and lack of repairs. If major repairs are necessary, inform the owner of the approximate scope of work and its approximate cost;
- insufficient protection from thieves. At the entrance where there is no intercom, strangers can gather, including homeless people and drug addicts. In the absence of a reinforced door or bars on the windows (for the first floors), the risk of robbery increases;
- cold walls. When purchasing a home in winter, you can check the warmth of the walls by touch. If the results are disappointing, it is worth explaining to the owner how much it will cost to finish it with insulation - expanded polystyrene or polystyrene foam;
- neighbors - when alcoholics, drug addicts or dysfunctional families live nearby on the site.
Additional information and psychological tactics
The buyer’s savvy, both in relation to a specific .jpg)
real estate and the market as a whole. Find out about sales of similar housing in the same area. During negotiations, talk about lower cost options known to you. To further convince you that you have a choice, show printouts of objects that are equivalent in size, condition, and location. Perhaps this tactic will have an effect on the owner and make him more accommodating.
It is useful to obtain information about the seller. Namely, why he is selling real estate and for how long. If the home has been on sale for more than 4-6 months, then it is possible that the owner of the “unclaimed” apartment is having a hard time waiting, and is ready to enter into an agreement based on the results of the auction. The “urgent” mark in the ad signals that the owner will certainly make a discount, as he is in a hurry to sell his property.
What famous experts say about bargaining
Real estate market specialists advise people who are looking for “resales” at a reasonable price to contact competent realtors. Knowing everything about the cost of housing on the market, a professional will always find valid arguments to reduce the price even from the most uncompromising real estate seller.
Statistics indicate that the size of discounts has become 50-70% smaller compared to last fall. If in 2016 at this time it was possible to negotiate a price of 300,000 rubles less, today discounts do not exceed 70,000 rubles. The reduction in the size of the auction is due to the fact that over the past 3 years, secondary housing (with the exception of “new secondary housing”) has gradually become cheaper, and recently prices have stabilized. At the same time, bargaining always remains relevant and buyers use it. If you like the apartment, feel free to contact the seller, arrange a viewing, meet on the spot - it’s easier to bring down the price.
Experts are confident that the real cost of objects is initially overestimated by 10-15%. Such tactics 
used by 80% of sellers. Some homeowners set fixed prices and are deeply mistaken. Many of them explain their refusal to bargain by investing significant funds in repairs. But the truth is that the buyer values repairs done “for himself” lower than the seller himself. Sellers should agree to a discount based on the real market value of such real estate.
For buyers, the starting point in the bargaining should be the opinion of specialists in the field of real estate valuation and its sale. A professional will always have more valid arguments to reduce the price than a buyer. A competent realtor will select favorable conditions for the sale of the property, under which the seller will want to reduce the price to a level acceptable to the client.
You should try to bargain anyway. Even with minimal probability of receiving a purely symbolic discount. Bargaining is a necessary and useful thing. Bargain for fun, and you will have a chance to buy the home you like inexpensively.
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