How to Negotiate on a House: Seller Concessions vs Price Reductions

When you're buying a house, negotiating the best deal is about more than just the final price. How you structure your offer can significantly impact your upfront costs, monthly payments, and long-term equity. Two key strategies are seller concessions and purchase price reductions. Both can help you achieve a better deal — but they work in different ways, and understanding their pros and cons is key. This knowledge is essential to navigating the home buying process timeline and knowing what to look for when buying a house.

What Are Seller Concessions?

A seller concession (also called seller assist or interested party contribution) means the seller agrees to cover certain closing costs on your behalf. This can include title insurance, appraisal fees, loan origination charges, prepaid taxes and insurance, and discount points (or temporary buydowns) to buy down your rate. Seller concessions are a type of concession in real estate designed to help deals move forward.

These concessions reduce the cash you need to bring to the table at closing. That can be a big help if you want to preserve savings for furniture, repairs, renovations, or even investing elsewhere.

Most loans cap how much a seller can contribute:

• Conventional loans: Typically, up to 3% of the price for low down payment loans
• FHA loans: Up to 6% allowed

👉 Read our full comprehensive guide to Interested Party Contributions guide.

What Is a Purchase Price Reduction?

A purchase price reduction lowers the home’s sale price, whic in turn reduces your loan amount. The cash savings to the buyer from a reduction in purchase price is a smaller downpayment and a slightly lower monthly mortgage payment and total interest paid over time. It’s a clean way to negotiate — but unless the reduction is substantial, the short-term savings are often minimal. Knowing when to ask for a price cut is part of learning how to make an offer on a house or how to counter offer on a house effectively.

When These Strategies Shine in Austin and Houston

Seller concessions and purchase price reductions are most effective in a buyer’s market — and both Austin and Houston homebuyers can take advantage when inventory rises and sellers compete for offers. The longer a house sits on the market and the more inventory builds up, the more power buyers have to ask for what they want — even if it feels like a big ask. The key is knowing how much you can negotiate on a house based on market conditions.

By the Numbers: $600,000 Home – Seller Concessions or Purchase Price Reduction?

Let’s compare two offers on a $600,000 home with 20% down at 6.5% interest:

• $10,000 seller concession: Purchase price stays $600,000. Seller covers $10K of your closing costs.
• $10,000 price reduction: Purchase price drops to $590,000. Saving purchaser $2K upfront and reducing the monthly payment.

Here’s how that reduction changes the financing:

• $600,000 price = $480,000 loan → ~$3,036/month principal + interest
• $590,000 price = $472,000 loan → ~$2,985/month principal + interest

That’s only a $51/month difference in the monthly payment. It would take over 13 years to recoup $8,000 difference in immediate savings via lower payments. Most buyers refinance or move long before hitting that mark - especially considering where interest rates are today. Meanwhile, concessions give you immediate savings at closing — funds you can use or invest right away.

Negotiation Tips for Austin Homebuyers

• Know your market — concessions are easier in a buyer’s market, and Austin homebuyers should stay tuned to inventory levels and days on market trends.
• Get pre-approved to show you’re serious. Our home buying process timeline can help.
• Be clear in your offer — make sure you're working with agent who can clearly communicate your wants and needs in the offer.
• If your concessions are based on the home's condition, tie concessions or reductions to inspection findings or appraisal results.
• Let LendFriend model both options so you can see the true impact.

How Market Trends Impact Negotiation Power

Market trends in 2025 have created consistent negotiating power for buyers nationwide. Across the U.S., elevated inventory levels and longer average days on market have weakened seller leverage. According to recent reports, some cities now have as many as 500,000 more home sellers than buyers, including key parts of Texas. In Houston alone, inventory has ballooned to over 58,000 active listings — a 29.4% increase year-over-year — and Austin has similarly high levels of available homes. This surplus has shifted the power dynamic dramatically, giving buyers in Austin, Houston, and other major metros the upper hand to negotiate price reductions, seller concessions, mortgage buydowns, or other favorable terms that would have been rare in a tighter market. 

When we zero in on Austin and Houston, the data is clear: In Austin, months of inventory reached 5.0 and active listings rose 17.4% year over year, with average days on market at 57 — all signs of a buyer-friendly market. In Houston, inventory rose 29.4% to 58,005 active listings, months of inventory increased to 5.2, and pending sales jumped nearly 20%. Traditionally, buyers gained leverage during the fall and winter because of slower seasonal demand. But in 2025, with these elevated inventory levels and cautious seller sentiment, buyers have steady negotiating power throughout the year. There’s no distinct busy season — conditions consistently favor buyers whether it's spring, summer, fall, or winter. The imbalance means buyers can take their time, shop multiple properties, and often secure incentives that were unheard of during the frenzied seller’s markets of previous years.

Common Seller Responses (and How to Counter)

When you request concessions or price reductions, sellers may respond with:

• "We’re already priced aggressively."
• "We’ve had a lot of interest — no need to negotiate."
• "We’ll consider repairs but no credits."

To counter, buyers can:

• Present comparable sales data supporting your request and highlight how local inventory surplus impacts pricing.
• Tie your request to inspection results or appraisal gaps, reinforcing that the home’s condition or valuation justifies a concession or price cut.
• Offer cleaner terms (like faster closing or larger earnest money) to sweeten the deal.
• Point out competing listings that offer concessions, credits, or buydowns to show the seller what other buyers expect.
• Remind sellers of their home’s days on market and position your offer as the solution to help them move forward.
• Don’t be afraid to hold the line on your request — in this market, buyers have the leverage, and standing firm can lead to better terms.

FAQs

Can I ask for both a concession and a price reduction?
Yes — though sellers may resist, in slower markets or on homes with longer days on market, it's possible to negotiate both.

Do seller concessions affect appraisal?
Large concessions could raise flags with appraisers if they artificially inflate the price. Always consult your lender.

Is it better to negotiate repairs or a concession?
It depends on your needs. Typically, it’s better to negotiate a concession and have the repairs done yourself — you’ll be more motivated to ensure they’re completed properly and to your standards. However, if the repairs could affect your ability to move into the home (for example, critical systems or safety concerns), you may want the seller to handle them before closing.

How much can I typically negotiate off a home’s price in Austin or Houston?
This depends on the property and neighborhood, but in a buyer’s market like 2025, it’s common to see price reductions of 2-5% or more, especially on homes that have been sitting on the market.

Can seller concessions cover all of my closing costs?
Seller concessions can cover much or all of your closing costs depending on loan type and lender rules. For example, conventional loans with low down payments typically cap concessions at 3%, while FHA loans allow up to 6%.

What happens if the home doesn’t appraise for the agreed price?
You may need to negotiate a price reduction, request additional concessions, or choose to bring extra cash to closing to cover the gap.

Do concessions delay closing?
Not when they are agreed to at the time of going under contract. If concessions are agreed to at the last minute, they can push back closing, but even if negotiated at the last minute, closings are rarely delayed. Well-structured offers with clear terms help prevent delays.

Is it better to negotiate a mortgage buydown or a price reduction?
A buydown offers immediate monthly savings, while a price reduction lowers your loan amount and builds long-term equity. The best option depends on your timeline and plans to refinance.

The Bottom Line

Seller concessions = immediate savings. Price reduction = long-term minor savings.

While both strategies have merit, seller concessions often deliver greater short-term value — especially if you plan to refinance or move before the breakeven point of a price reduction.

LendFriend can help you compare options and structure a winning offer. Contact us or call 512.881.5099 today.