Five Negotiation Tactics Sellers’ Agents Use — and How to Respond

Selling agents work for the vendor, and their job is to get the best possible price and terms — there’s nothing wrong with that, but it helps to recognise the tools of the trade.

1. Artificial urgency

“There’s another offer coming in this afternoon.” Sometimes true, sometimes a nudge. Ask for it in writing, or simply hold your position if you’ve set a ceiling.

2. Price anchoring

An initial asking price set deliberately high (or a range set wide) shifts your sense of what’s reasonable. Do your own research on comparable sales rather than negotiating off their anchor — see our guide to reading a suburb profile for how to build that picture.

3. Silence after your offer

A pause is sometimes just a pause, and sometimes a tactic to make you second-guess and raise your offer unprompted. Stay comfortable with quiet.

4. Conditional flattery

“The vendor really liked your offer, they’d just need X.” This can be genuine feedback or a soft opening move — treat it as information, not an obligation to move.

5. Bundling terms with price

Settlement date, inclusions, and conditions can all move as part of a negotiation, not just the headline number — sometimes a longer settlement is worth more to a vendor than a slightly higher price.

Where a professional negotiator helps

Recognising a tactic and staying calm under it are different skills, which is exactly why some buyers bring in a professional — see what a buyer’s agent actually does. Firms such as PivotPB and Aus Property Professionals negotiate on buyers’ behalf as a core part of their service.