Negotiation tool
Offer ladder — opening, target, walk-away.
The negotiator-grade alternative to single-number offers. Three triangulation inputs in, three numbers out: opening, target, walk-away. Computed in your browser; cited working stays auditable.
Three triangulation inputs, one ladder.
Enter the three fair-value inputs from Chapter 7, Step 5 Property. The tool computes opening, target, and walk-away with cure-cost adjustments built in. Output is computed in your browser; nothing is saved.
Enter the three triangulation inputs to see the ladder. Cure-cost and vendor-signal-discount are optional; default to 0 if not applicable.
Want this run automatically against a live listing rather than entered manually? The Investor-tier deal-analyser at /explore triangulates fair value against any active listing in real time + handles cure-cost adjustment from the inspection memo automatically.
Why three numbers and not one
A buyer who walks into negotiation with a single offer number is solving a one-dimensional problem with a multi-dimensional tool. The vendor's agent is trained to work the buyer up from any single anchor toward the ceiling. Without a pre-committed walk-away, the buyer has no friction against the work-up.
The ladder solves this. Opening = anchored at the lower-end of the triangulated fair-value band. Target = the mid-point, where the deal is expected to close. Walk-away = the upper-end minus any inspection cure-cost. Pre-commit to the walk-away in writing before any negotiation contact, and the friction holds.
How the calculator works
- Comparable-sales floor — median of 3-5 settled comps within 800m, adjusted for land area + condition + pocket position.
- Gross-to-net yield model — net rent ÷ lane-typical target yield (capital-metro 3-3.5%, regional hub 4.5-5.5%, commuter belt 4-4.5%).
- Replacement-cost-plus-land floor — build-cost-per-square-metre × build area + comparable bare-land cost.
- Cure-cost — total of major-defect line items from the Step 5 inspections (building, pest, strata).
- Vendor-signal discount — 2-3% if days-on-market over 60, or vendor has previously reduced asking. 0 otherwise.
Output: opening (lower band − 75% cure-cost − vendor signal), target (mid band − 50% cure-cost), walk-away (upper band − full cure-cost). Plus a confidence read on the divergence between the three triangulation inputs.
Read alongside
- Chapter 7 — Step 5 Property — where the three triangulation inputs come from.
- Chapter 8 — Offer + Negotiation — the private-treaty negotiation script.
- Chapter 9 — Auction — the auction-bid-ladder workflow uses the same triangulation logic.
- Auction-bid-ladder tool
- Cashflow projector — stress-test the walk-away against rate-rise scenarios.
- Suburb explorer + live deal analyser — Investor tier surfaces the same ladder against any live listing automatically.