Negotiation Is Back. Here's What Buyers and Sellers Need to Know.
For the last few years, buyers were often told to take it or leave it.
That's changing.
Negotiations are back.
Buyers have more choices, homes are sitting a little longer, and sellers—including builders—are becoming much more willing to negotiate to get a deal across the finish line.
There are two words you'll hear a lot right now: concessions and incentives.
A concession is something a seller agrees to during negotiations. That could be helping with closing costs, making repairs, offering credits, or adjusting the purchase price.
An incentive is something that's offered upfront to attract buyers. Builders commonly use incentives like mortgage rate buydowns, free upgrades, appliance packages, or design credits before you even make an offer.
Sellers Are Becoming More Flexible
According to Redfin, 46% of recent home sales included a seller concession—the highest level for this time of year on record. Even more telling, 16% of sellers both reduced their asking price and offered additional concessions.
That's a clear sign the market has shifted. Sellers know buyers have options, and many are choosing to negotiate instead of watching their home sit.
Builders Are Competing Too
If you're looking at new construction, don't assume the advertised price is the final deal.
According to the National Association of Home Builders, 62% of builders are currently offering incentives, while 35% are cutting prices outright.
Those incentives often include:
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Mortgage rate buydowns
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Price reductions
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Upgraded finishes
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Appliance packages
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Closing cost assistance
Builders are competing just like resale sellers, especially as affordability remains a challenge and inventory continues to grow.
What This Means for You
If you're buying: Don't assume the asking price is the only conversation. This is one of the strongest negotiating environments buyers have had in years. Ask for concessions. Ask for credits. Ask for better terms. The worst answer you'll hear is no.
If you're selling: Buyers are going to negotiate. That's today's market. The goal isn't to give your home away—it's to understand where flexibility helps you sell faster and often protects your bottom line more than sitting on the market for weeks.
The Bottom Line
The days of "full price, no questions asked" are largely behind us.
That doesn't mean it's a buyer's market everywhere. It means we're back to something healthier: a market where strategy matters.
Whether you're buying or selling, knowing what's reasonable to ask for—and what you can expect to give—is where experience makes the difference.
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