Price or Terms? The Real Negotiation Power in 2026
Sellers focus on price—savvy investors & agents focus on terms. Simon Abbott, as a dealmaker for unit blocks and complex investment property sales, breaks down how terms can outweigh price:
- Unconditional contracts beat higher, but conditional, offers: Lenders, timing, and risk matter to sellers—in 2026, deals fell over after buyers failed finance or delayed settlement by months.
- Early/late settlement: Flexibility can be worth $20–$50k to the right vendor—Simon’s example: a buyer offered $30k less but delivered a 14-day finance clause, closing ahead of other bids.
- Tenancy takeover: For blocks, vendors care about which buyer will honour existing tenant leases versus seeking vacant possession.
Simon’s advice: “Never ignore terms—think cash flow and hassle, not just headline price.”
Scenario negotiation? Book a negotiation strategy consult with Simon Abbott for a price-and-terms scenario tailored to your asset.
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