When a buyer negotiates the price of your house, do not respond with an immediate refusal or a hasty acceptance. First analyse their offer (amount, financing, conditions, arguments), compare it with the actual market price of your property, then make a reasoned counter-offer. In 2026, around 9 out of 10 purchases involve a negotiation, with an average margin of 4.8% nationwide and around 5% in the regions: an offer slightly below the asking price is therefore the norm, not a provocation.
In summary
- A written purchase offer at the asking price binds the seller who accepts it; a lower offer binds no one until you have accepted it.
- Assess the buyer's reliability as much as the amount: down payment, bank agreement in principle, conditions precedent.
- Reply in writing, within a short timeframe, with a counter-offer justified by comparable sales.
- For houses, the negotiation margin is larger than for apartments: anticipate it when setting the price.
Why buyers are negotiating more on houses in 2026
Property purchasing power under pressure
With an average rate of 3.51% over 20 years in November 2026 and forecasts of around 4% in early 2027, buyers are borrowing slightly less than in the spring. For the same income, a price difference of a few thousand euros can determine whether the bank approves the loan.
A slower market for houses
Prices of existing houses are down 1.3% over one year according to notaries, compared with -0.1% for apartments. House listings stay online for 91 days on average, compared with 71 days for apartments. Buyers know this and test sellers' flexibility. An estimate of your house aligned with this market limits the negotiation margins requested from the outset.
Concrete arguments: DPE, renovation work, heating
Roofing, insulation, non-compliant sanitation, energy rating E, F or G: buyers now put a cost on the work needed and use it to negotiate. Properties rated F or G regularly face discounts of more than 10%.
Better-informed buyers than before
Buyers today look up published sale prices, compare listings across several portals and track how long properties have been online. A house that has been on sale for three months is seen as negotiable, even if its price is fair. They often arrive at viewings with a precise idea of the margin they intend to ask for: the seller must therefore be as well prepared as they are, with sales references and up-to-date documents.
Winter, a season that favours offers
At the end of the year, fewer sellers put their property on the market, but the buyers who do visit are often under pressure from a job transfer or a family project. They negotiate, but they also close faster: this is the time to respond promptly.
How to analyse a purchase offer below the asking price
The amount, compared with the true market price
Compare the offer with the price actually signed for similar houses in your area, not with the asking price of competing listings. Public sales data (official Demandes de valeurs foncières (DVF) database) and your adviser's analysis provide this benchmark. The houses currently for sale near you also give an idea of the competition the buyer is comparing with your property.
The buyer's financing
Criterion | Reassuring offer | Fragile offer |
|---|---|---|
Down payment | At least 10% (notary fees covered) | No down payment |
Bank | Agreement in principle or broker's certificate | No bank appointment yet |
Prior sale | None, or already sold | Must sell their own property |
Timeline | Compatible with yours | Vague or highly constrained |
An offer at -3% with a solid file is often worth more than an offer at the asking price without secured financing.
The arguments put forward
A buyer who justifies their offer with quotes for renovation work deserves a reasoned response. An offer made "just to see," with no supporting argument, calls for a firm counter-offer.
The proposed conditions precedent
An offer may include a condition that another property be sold, a condition that a building permit be obtained, or a very long financing period. Each additional condition increases the risk that the sale will not go through. For an equal amount, favor the simplest offer, with a standard loan condition and a timetable consistent with your own plans.
The signing and vacating dates
A slightly lower offer that fits your timetable (for example, signing the deed after you have purchased your future home) may spare you a bridging loan or a double move: this is real value to factor into your decision.
Accept, refuse or make a counter-offer: the 4-step method
1. Say thank you and ask for a short deadline
Acknowledge receipt of the offer and say that you will reply within 24 to 48 hours. This shows you are serious without giving the impression that you are giving in.
2. Set your minimum price
Calculate your minimum net seller price: repayment of your outstanding loan, any early repayment penalties, mortgage release fees (mainlevée), and the budget for your next purchase. Below this threshold, you refuse.
3. Make a counter-offer based on facts
Propose an intermediate price, pointing out the property's objective strengths (recent renovation work, invoices, DPE energy performance certificate, surroundings) and comparable sales. You can also negotiate something other than the price: the vacating date, furniture left behind, or covering the cost of an additional diagnostic.
4. Put it in writing
Agreement on the property and the price makes the sale binding between the parties. Give your written agreement only once you are certain, then arrange the signing of the preliminary contract quickly; the rules are detailed on the Service-Public.fr page on the promise to sell and the compromis de vente.
Knowing how to say no without closing the door
If the offer is too far from your minimum price, refuse in writing and state the price at which you would be prepared to sell. The buyer thus keeps the option of coming back with an improved proposal, which often happens after a few days of reflection.
Mistakes to avoid when negotiating
- Refusing on principle any offer below the asking price, when your house has been on the market for several months.
- Verbally accepting several offers at the same time.
- Lowering the listing price right after receiving an offer, which weakens your position.
- Negotiating alone without knowing the buyer's creditworthiness.
Good habits to stay in control
Stay factual and courteous: negotiations go better when the buyer feels respected. Prepare a summary sheet of the house's strengths (recent renovation work, amount of charges, actual energy consumption, proximity to schools and transport). Finally, set your minimum price in advance with your agent so that you do not decide under the pressure of an offer.
Three examples of house negotiations and the right response
To illustrate the method, here are three common situations encountered by house sellers in autumn 2026. The amounts are given as examples.
Case no. 1: an offer at -3% with solid financing
House listed at €320,000, with an offer of €310,000 from a couple with a €40,000 down payment and an agreement in principle from their bank. The gap is smaller than the average negotiation margin observed in the regions (around 5%). In most cases, accepting or making a counter-offer at €315,000 is reasonable: the security of the financing is worth more than the few thousand euros of difference.
Case no. 2: an offer at -10% justified by renovation work
House listed at €280,000, rated F, offer at €252,000 accompanied by two quotes for insulation and boiler replacement totalling €30,000. The argument is a serious one: properties rated F or G are often negotiated with discounts of more than 10%. Check the quotes, compare them with the energy audit provided to buyers, and propose an intermediate price, for example €262,000, while pointing out the grants the buyer can draw on. In this type of situation, the opinion of a real estate advisor in your area helps assess the relevance of the quotes submitted.
Case no. 3: an offer at -15% with no supporting argument
House listed at €400,000, offer at €340,000 "just to see", with no financing file. Reply politely with a counter-proposal close to your price, asking the buyer to justify their offer and their borrowing capacity. An offer of this kind is not binding and should not lead you to lower the listing price.
What these cases have in common
In all three situations, the right response depends less on the percentage requested than on the quality of the buyer and the relevance of their arguments. This is why it is useful to have each offer analysed by a professional before responding to it.
The expert's view
"Negotiation is part of every real estate sale, and in 2026 it is almost systematic. What I tell sellers is that an offer below the asking price is never an insult: it is a proposal that must be analysed coolly. I first look at the buyer's financing, then their arguments, and finally the amount. An offer at -4% from a buyer whose loan is almost secured is often worth more than an offer at the asking price from a buyer who still has to sell their own property. The second key point is to respond quickly and in writing, with references to comparable sales. A seller who argues with facts keeps control of the discussion. Finally, do not forget that price is not the only lever: a suitable vacating date, furniture left behind or taking charge of minor works can sometimes help close a deal without touching the price."
— Frédéric Rémy, Commercial Performance Director at Capifrance
Conclusion
A negotiation is not a failure: it is the normal stage of a sale in 2026. Analyse the offer as a whole, set your minimum price, make a counter-proposal backed by facts and formalise the agreement in writing. With the support of a professional, you turn a low offer into a secure sale at the best possible price.
Your Capifrance advisor prepares the negotiation in advance: a reasoned valuation, a complete diagnostics file, and a selection of buyers who can obtain financing. Request your free house valuation, browse houses for sale near you to gauge your price, or contact a Capifrance advisor in your area. Do you know someone who wants to sell? Become a business referrer and recommend them to an advisor.
FAQ - Frequently asked questions
Am I obliged to accept an offer at the asking price?
Under a mandate, if you refuse an offer at the price and on the terms of the listing, you may be liable for the fee provided for in the mandate. A lower offer does not oblige you to anything.
What negotiation margin should I allow for a house?
About 5% on average in the regions in 2026, more for a house requiring work or with an F or G energy performance rating (DPE), less for a rare and well-located property.
How long is a purchase offer valid?
The duration is set in the offer, often between 5 and 10 days. If there is no response within this period, the offer lapses.
Can I accept a better offer after having accepted one?
No: once the offer has been accepted in writing, the sale is formed. Backing out exposes you to legal action by the buyer.
Do I need to go through an advisor to negotiate?
It is not mandatory, but an intermediary checks the buyer's financing, relies on comparable sales and prevents the negotiation from becoming emotional.
Is a counter-proposal binding on the seller?
Yes, if the buyer accepts it within the stated period: agreement on the property and the price forms the sale. Therefore, only counter-propose a price that you are prepared to accept.
Can notary fees be negotiated?
Duties and taxes collected by the State are not negotiable. Only a partial discount on the notary's fees is possible, and only in certain regulated cases.
What should you do if several buyers make an offer at the same time?
Compare the offers on price, but also on financing, conditions and timetable. You can invite each buyer to submit their best proposal within the same deadline, in full transparency, and then select the one that offers the best balance between amount and security.
Should you lower the listing price after a low offer?
No, a single low offer does not call the price into question. It is the absence of viewings and enquiries over several weeks that should lead you to review the price, together with your advisor.
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.
