Making an Offer on Property in Japan: Timing, Negotiation, and Building Trust

When to Make an Offer

Once you’ve checked the neighborhood, reviewed hazard and risk maps, and confirmed the property meets your needs, it’s time to put your offer in writing.

In Japan, being the first to submit an offer often secures priority. This differs from countries like the U.S. or Australia, where multiple competing offers may be entertained simultaneously or buyers may try to outbid each other after one offer is accepted.

Here, once a seller accepts an offer and moves toward contract signing, it’s generally considered poor form—and potentially a breach of trust—for them to entertain new offers, even at higher prices.

That said, whether or not a seller (or their agent) will accept a later, higher offer depends on many factors. There is nothing wrong with trying, but don’t be offended if your potentially larger offer is not accepted. Sellers and agents may weigh more than just price:

• If a seller and their agent have worked hard to secure a buyer and build trust, they may not want to insult that buyer by switching at the last moment, even if a new party offers an extra ¥500,000. Doing so risks losing the first buyer’s interest, which could collapse the entire deal.
• On the other hand, if negotiations are dragging on and the seller feels they may have to settle far below expectations, a last-minute higher offer can sometimes be welcome.

In short: later offers aren’t impossible, but they are risky for sellers, and buyers shouldn’t expect them to override an already progressing deal.

Offers are typically made through a document called a 買付証明書 (kaitsuke shoumeisho) or 購入申し込み書 (kounyuu moushikomi-sho) that can be obtained through your agent. These aren’t legally binding but show that you are serious.

Can You Negotiate the Price?

Yes—but negotiation in Japan is subtle and may be different to what you are used to.

A U.S.-style "back-and-forth with multiple counteroffers can be seen as aggressive"start with a low offer and then move up" style is often seen as offensive and dismissed out of hand.

In Japan, negotiations tend to be:

• Quiet and indirect
• Handled via the agent, not face-to-face
• Focused on conditions, not confrontation

Examples of Tactics That Work

• “The buyer likes the home but roof repairs are needed. Would the seller consider ¥18 million instead of ¥20 million?”
• “The buyer is prepared to pay full price if the storage shed can be included.”
• “We can settle quickly and in cash. Would the seller consider a small discount for a fast transaction?”
• “We will take care of all the rubbish disposal and clean the property ourselves - can you knock 500,000yen off the price?”

What to Avoid

• Aggressive low-ball offers (especially on new or desirable properties)
• Demanding multiple counteroffers
• Negotiating directly with the seller (always go through your agent)
• Harshly criticizing the property to justify a lower price

A respectful approach and logical reasoning are more effective than pressure. Let your agent guide the negotiations.

Submitting the Offer Document

A purchase application usually includes:

• Buyer’s name and details
• Property details
• Offered price
• Desired move-in/settlement date
• Special conditions (e.g. subject to financing)

This is also the stage to indicate items you may want the seller to leave behind, such as appliances or furniture. Many sellers appreciate not having to dispose of large items.

In the case of an akiya (vacant house), offering to take responsibility for rubbish removal can help. Many sellers are elderly and would prefer not to have to worry about getting the property spick and span.

Once the offer is submitted, the seller may accept, reject, or counter. If accepted, the process moves quickly to a legally binding contract.

Earning the Seller’s Trust as a Foreigner

In rural Japan especially, sellers may hesitate to sell to a foreign buyer. This is usually less about prejudice and more about community responsibility. Even if the seller no longer lives nearby, they may feel accountable for who takes over the home.

Seller Concerns

• Will the new owner respect local customs?
• Will the property be neglected if the buyer doesn’t live there full time?
• Will weeds, rubbish, or lack of participation in cleanup activities upset the neighbors?
• Is the buyer truly committed, or just “shopping around”?

How to Build Trust

• Express genuine interest in maintaining the property and land
• Be flexible and polite throughout negotiations
• Show you’re willing to understand community practices (e.g. roadside cleanups)
• Let your agent communicate your sincerity and long-term commitment

Respect and humility go a long way. Foreign buyers who show they care about the property and the community often find sellers more willing to engage.

Next: See our post about what happens after your offer is accepted.