In 2026, the new-build housing market is going through an unprecedented period: reservations fell below 40,000 units in the first half of the year, a low not seen since 2009, and new launches are down by nearly 18% over one year. In this context, every property developer is looking to clear its remaining stock in order to close out its projects and free up cash. "Queues de programme" (the final units of a development), meaning completed or nearly completed homes that have not found a buyer, thus become particularly favourable ground for negotiation on the buyer's side. But you still need to know which levers to use, in what order, and how far it is reasonable to go. This article reviews the real room for manoeuvre, the most common commercial gestures and the precautions to take before signing.
In summary
- Yes, it is possible to negotiate with a developer on the last unsold units: a price reduction, notary fees paid, a parking space or equipment included.
- A discount of 5 to 10% on the advertised price is common at the end of the sales period, and the benefits can often be combined.
- The new-build market in 2026, marked by a clear slowdown in sales, strengthens the bargaining position of buyers.
- A property advisor can help you identify developments at the end of their sales cycle and negotiate effectively.
Why are developers more inclined to negotiate at the end of a programme?
A financial logic above all
A property developer does not make money by keeping empty homes on its balance sheet. Each unsold unit represents a cost: condominium charges, property tax (taxe foncière), financing costs on the construction loan, and tied-up bank guarantees. Once a programme reaches 80 to 90% sold, the operation is generally profitable for the developer, which then prefers to accept a discount on the last units rather than hold them in stock for months, or even years.
The need to free up resources for new projects
Selling out a programme also makes it possible to close the operation administratively, recover the guarantee deposits and redeploy sales teams to new sites. In 2026, with new launches slowing sharply, developers are prioritising the completion of their ongoing operations over the launch of new programmes, which further increases the pressure to sell the remaining units.
Which units offer these opportunities?
Units returned to the market
These are homes that had been reserved and then released: a buyer withdrawing, a bank loan being refused, withdrawal within the statutory period, or the cancellation of a bulk sale to an institutional investor. These properties then return to the market, often with a sales history that pushes the developer to want to sell them quickly.
Unsold units at the end of a programme
These are the last apartments or houses in a residence, sometimes delivered several months ago, that have not found a buyer. They now represent a significant share of the new-build supply available immediately, since a significant proportion of the multi-unit housing put on sale remains unsold once construction is complete. These properties have the advantage of being viewable in their actual configuration, unlike an off-plan purchase.
Which levers can you really negotiate on?
A reduction on the sale price
This is the most direct lever. On the last units of a programme, a discount of 5 to 10% on the advertised price is a realistic target, particularly for the least sought-after properties (ground floor, north-facing, top floor without a lift). This margin nevertheless depends on how tight the local market is and on the number of units left to sell.
Notary fees paid
A "notary fees paid" offer is one of the most widespread commercial gestures in new-build sales. Be careful, however: legally, these fees do not disappear; they remain payable to the notary. In practice, the developer covers all or part of the amount through an equivalent commercial discount. The saving generally represents 2 to 3% of the price of the property.
Parking and included equipment
On the last remaining lots, it is common to obtain a parking space that is offered or included in the initial price, even though it is usually sold separately (between 15,000 and 30,000 euros depending on the location). Equipment such as a fitted kitchen, motorised shutters or an extended warranty can also be negotiated at no extra cost.
How do these benefits add up?
A leverage effect on the overall budget
One of the key points to understand: these various benefits can often be combined. A price discount combined with notary fees paid by the developer and an included parking space can represent total savings of more than 15% compared with the programme's launch price. This is a significant difference, which may justify choosing a lot at the end of the sales period rather than reserving at the very start of the programme.
Checking what has really been negotiated
It is essential to have each benefit granted priced precisely and to have it set out in black and white in the reservation contract, and then in the notarised deed of sale (acte authentique). A "verbal" discount announced by a sales representative has no value if it does not appear in the contractual documents.
What are the limits and points to watch?
An unsold property is not always a bad property
Unsold should not be confused with defective. A lot may have remained on the market simply because it is larger, more expensive, or less well exposed than the others. However, it is worth asking about the specific reasons it has not sold: being overlooked at close range with a blank wall opposite, noise nuisance, an unusual layout. A visit on site, once the property has been delivered, makes it easier to dispel these doubts than when buying off plan.
Checking the condition of the property and the warranties
On a lot that was delivered several months ago, you need to check that the guarantee of perfect completion (garantie de parfait achèvement, one year) and the two-year warranty (garantie biennale) still run from the date the works were accepted (réception des travaux), and not from the date you sign your deed. An inspection of the general condition of the home, which has been left unoccupied, is also recommended before finalising the purchase.
How should you approach the negotiation with the developer?
Finding out how far along sales are
Before any negotiation, it is useful to know how many lots remain to be sold in the programme in question. A developer with only two or three homes left to sell in a residence of fifty lots will be much more willing to negotiate than at the very start of sales. This information can be requested directly from the sales representative or obtained through a local professional who follows the programmes in their area.
Getting support from a professional
Negotiating against a developer's sales department, which is trained to defend the margins of the operation, is not always easy for an individual buyer. Turning to a real estate advisor near you gives you the benefit of detailed knowledge of the local market, of programmes nearing the end of their sales period, and of the negotiation margins usually applied in your area.
How can you place the negotiated price in relation to the local market?
Comparing with existing and new properties in the surrounding area
Even after negotiation, a new-build home generally remains more expensive per square metre than a comparable older property, because of environmental standards, builder warranties and reduced notary fees. Comparing the negotiated price with the property listings available in the same area makes it possible to check that the transaction remains consistent with the local market.
Relying on a valuation before committing
To objectively establish the real value of the property, independently of the price displayed by the developer, it can be useful to request a property valuation carried out by a professional familiar with the prices in the neighbourhood concerned. This makes it possible to assess whether the discount obtained really amounts to a good price, or simply a return to market level.
Conclusion
Negotiating with a property developer on the last unsold units of a programme is not only possible, but also part of a well-established commercial logic, all the more favourable to buyers in the context of the slowdown in the new-build market observed in 2026. A price discount, notary fees covered, a parking space or fittings offered: these benefits, which can often be combined, can add up to substantial savings. But you still need to know which levers to use, how to identify programmes that are nearing the end of their sales phase, and how to check that each of the developer's commitments is clearly set out in the contractual documents. Professional support remains the best way to secure this negotiation and to make sure the property truly meets your expectations.
The expert's view
"The last units in a new-build programme are often wrongly perceived as lower-quality properties, when they are above all an opportunity linked to the developer's sales timetable. When a project reaches its final phase, the developer's priority is no longer to maximise each individual sale, but to close the programme within a reasonable timeframe in order to release its financial guarantees and redeploy its teams to new projects. This is exactly the moment when negotiating room opens up for the buyer: a price discount, notary fees covered, a free parking space, or even additional fittings. What makes the difference is not so much whether you negotiate — most buyers dare to do so — but how you negotiate. You need to arrive with precise knowledge of how far along the programme's sales are, how many units remain, and the prices achieved on comparable properties in the same area. It is this preparatory work, which our advisers carry out every day with their detailed knowledge of the local market, that turns a simple request for a discount into a genuinely effective negotiation, with the benefits set out in black and white in the contract."
— Frédéric Rémy, Head of Sales Performance at Capifrance
FAQ - Frequently asked questions
What discount can you expect on an unsold unit from a developer?
A discount of 5 to 10% off the advertised price is common on the last units of a programme, depending on the local market and the number of homes still for sale.
Do "free" notary fees really disappear?
No, they remain legally due to the notary. In reality, it is the developer who covers their amount through an equivalent commercial discount, generally 2 to 3% of the price of the property.
Is a home that has been unsold for several months a risk?
Not necessarily. A property can remain unsold for various reasons (price, orientation, layout) without any construction defect. A site visit and a check of the guarantees are nevertheless recommended.
Can you combine several commercial benefits?
Yes, a price discount, free notary fees and an included parking space can be combined, sometimes representing total savings of more than 15% compared with the launch price.
Should you get support when negotiating with a developer?
This is strongly recommended. A local professional knows how far along programmes on the market are and the margins usually granted, which strengthens the buyer's negotiating power.
Author
Frédéric Rémy – Director of Sales Performance
A real estate professional with several years of experience within the Capifrance network, I would like to share essential advice with you to help you successfully complete your property project with our advisors.
