Buyer's market or seller's market? Knowing which you're in changes the whole negotiation.

There's a question that changes almost any real estate negotiation.

And most people don't ask it first:

Is this a buyer's market or a seller's market?

It's not jargon.

It's understanding who holds the negotiating power right now.

Because the same apartment, at the same price, can feel expensive or reasonable depending on the market you're in.

When there's a lot of supply and few buyers, the power shifts.

More inventory.
More time on market.
More negotiation.

There, the buyer usually leads.

But when there are few options and high demand, it's the opposite.

Good units move fast.
Prices hold longer.
The buyer competes.

There, the seller usually leads.

And here's the mistake I see often:

A lot of people negotiate as if the market hadn't changed.

The seller wants prices from another moment. The buyer waits for discounts that no longer exist.

And the negotiation breaks before it begins.

Because here's something important:

There isn't one single market.

One area can favor the seller… while another favors the buyer. At the same time.

Even within the same sector, one type of property can move differently from another.

A "good time" is rarely good for both sides at once. It's always worth pinning down: a good time for whom.

Before making a move, here's what I'd look at:
— How long comparables have been on the market.
— How much similar inventory is available.
— Whether prices are actually being negotiated or holding.
— Whether the pressure is on the buyer's side or the seller's.

Because negotiating well isn't only about knowing how to negotiate.

It's first understanding which side of the market you're playing from.