How to Negotiate When You Buy
Price is not the only thing on the table. Here is how to negotiate smartly on both subsale and new projects.
Good negotiation is not about being aggressive — it is about being informed and prepared. The buyer who knows the numbers and can move quickly almost always does better.
For subsale (buying from an owner)
- Know the comparables — recent transacted prices for similar units tell you the real market, not the asking price.
- Find the seller’s motivation — someone relocating or needing a quick sale has more room to move.
- Be loan-ready — a buyer with financing sorted is far more attractive than one who might fall through.
- Negotiate on condition — defects, old wiring or needed repairs are legitimate reasons to adjust price.
- Be willing to walk away — the strongest position in any negotiation.
For new projects (buying from a developer)
Developers rarely drop the headline SPA price, because it affects the whole project’s pricing. Instead, the real value is in the package: rebates, absorbed legal fees and stamp duty, furnishing, renovation vouchers, or better unit selection. Ask what is included, and focus your negotiation there. As your agent, I help you understand and compare these packages — speak to me about current options rather than relying on advertised figures.
Want the strongest position before you negotiate?
Tell me the unit you are eyeing and I will give you the comparable prices and the right strategy — and if it is a project I handle, the current package. I am Louis Koh, over a decade in Johor Bahru property.
Frequently asked questions
Can you negotiate the price of a new launch?
The headline SPA price rarely moves, but the package often does — rebates, absorbed fees, furnishing or better unit choice. Focus your negotiation on the package and speak to your agent about current options.
How much can I negotiate on a subsale property?
It depends on the seller’s motivation and the unit’s condition versus recent transacted prices. Knowing the comparables and being loan-ready gives you the strongest hand.
Does being pre-approved for a loan help me negotiate?
Yes. A buyer with financing ready is far more attractive to a seller than one who might not get approved, which strengthens your position.
Want to see actual projects?
From Johor Bahru to Kuala Lumpur, I keep a documented list of what is selling now.