If you’ve been watching the housing market over the past few years, you’ve probably noticed a major shift.
Not long ago, sellers could list a home and expect multiple offers, waived contingencies, and buyers willing to pay well above asking price. Sellers often had the upper hand and rarely needed to compromise.
Today’s market looks different.
As inventory grows and buyers have more options, negotiations are making a comeback. That doesn’t mean it’s a buyer’s market—but it does mean both buyers and sellers should expect more give-and-take throughout the transaction. Recent market data shows more sellers are offering concessions, and builders are increasingly using incentives to attract buyers.
What Are Seller Concessions?
A concession is something a seller agrees to provide during the negotiation process to help move the sale forward.
Common seller concessions include:
- Paying part of the buyer’s closing costs
- Providing repair credits
- Completing requested repairs before closing
- Offering a mortgage rate buydown
- Including appliances or other personal property
These aren’t signs that the market is weak. They’re simply tools that help buyers and sellers reach an agreement in a more balanced market.
Builders Are Offering More Incentives
Homebuilders are also adapting to changing market conditions.
Rather than waiting for buyers to make offers, many builders are advertising incentives upfront to make new construction more attractive. Industry data indicates a majority of builders are currently offering incentives, while many are also reducing prices to remain competitive.
Some of the most common builder incentives include:
- Mortgage rate buydowns
- Closing cost assistance
- Design center upgrades
- Appliance packages
- Price reductions on select homes
For buyers, these incentives can make purchasing a newly built home more affordable than expected.
What Buyers Should Know
If you’re shopping for a home today, don’t assume the list price is the final price.
Depending on the property, market activity, and seller motivation, there may be room to negotiate.
You may be able to request:
- Seller-paid closing costs
- Repair credits after inspections
- A mortgage rate buydown
- Flexible closing timelines
- Price adjustments when supported by market conditions
Every situation is different, but today’s buyers often have more opportunities than they did just a few years ago.
What Sellers Should Expect
If you’re planning to sell, flexibility can help your home stand out.
That doesn’t mean you should accept every request or lower your price unnecessarily. Instead, it means being prepared to evaluate reasonable offers that help get your home sold while protecting your bottom line.
A well-priced, well-presented home can still attract strong offers—but buyers may ask for assistance along the way.
Having an experienced local agent negotiate on your behalf can make all the difference.
Every Market Is Different
While national trends show negotiations are becoming more common, every local market behaves differently.
In many East Bay communities, desirable homes that are priced correctly and presented well continue to generate strong interest. Other homes may require additional incentives depending on location, condition, and competition.
Understanding what’s happening in your neighborhood—not just across the country—is essential when making real estate decisions.
The Right Strategy Matters More Than Ever
Whether you’re buying or selling, success in today’s market isn’t about trying to “win” every negotiation.
It’s about knowing:
- What’s reasonable to ask for
- When to stand firm
- When flexibility helps achieve your goals
- How local market conditions affect your negotiating position
With the right strategy, both buyers and sellers can reach agreements that work for everyone.
Bottom Line
The days of “take it or leave it” offers are fading, and that’s creating new opportunities on both sides of the transaction.
Buyers have more room to negotiate, while sellers who remain flexible are often finding success without sacrificing their goals.
If you’re wondering what’s realistic to expect when buying or selling in today’s East Bay market, working with a knowledgeable local real estate professional can help you negotiate with confidence.