In a slowdown, study the market well before closing that deal

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SummarySuccessful negotiations need to have a firm foundation of information and strategy.

The current slowdown in the Indian economy has impacted several sectors, including real estate. Apartment sales volumes have plummeted and inventories have piled up, creating an ideal environment for buyers to negotiate with developers.

Successful negotiations, however, need to have a firm foundation of information and strategy.

Knowledge of the current market situation: Currently, the biggest indicator one should be informed of is inventory levels, which play and important role in the dynamics of bargaining power across various cities. However, one must also understand how prices have moved in the recent past in order to keep flamboyant expectations in check.

High inventory levels: As per our proprietary real estate intelligence service database, developers in Mumbai are holding on to inventory levels of close to 48 months. That is quite significant, considering that a comfortable level of inventory is around 12-15 months. Other tier 1 cities such as Delhi (21 months), Bangalore (25 months), Chennai and Kolkata (17 months) are in a relatively more comfortable state when compared to Mumbai, although there are signs of pressure to sell in these cities as well.

Rates have not risen much

vis-a-vis inflation: Property prices have not risen much over the last 19 quarters (from Q3 calendar 2008 until Q2 calendar 2013) across major metros in India. In Mumbai, residential apartment prices have risen at a modest compounded annual growth rate of 4.3 per cent during this given period. If we compare this with the wholesale prices inflation rate, which averaged over 7 per cent during the same period, we realise that prices have actually fallen marginally. The situation in other metros such as NCR-Delhi (1.4 per cent), Chennai (3.8 per cent), and Bangalore (5.5 per cent) is not too different. Therefore, it is imperative to keep expectations from a negotiation at a rational level.

Convert meaningless offers into meaningful cash discounts: In order to attract buyers in the currently difficult market, several builders are resorting to offers and freebies. Some of the recent examples of such offers include free 10-gram gold coin, waived floor-rise charges, free stamp duty registration, free memberships to club houses and amenities, free modular kitchens, international holidays, free cars, etc. Negotiators who do not see value in such offers can and should negotiate for better prices instead.

Enlist the help of an expert: Typically, buyers seek to avoid brokers because they wish to avoid brokerage fees. However, not all buyers

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