New construction Negotiations & Concessions with a builder

[Dave Godfrey]

Hi everyone.   I am a real estate agent and am representing a buyer on a new construction home.

I am curious what negotiation tactics have worked well for you (as a buyer's rep) on new construction homes.   

Are builders inclined to give additional price breaks... or hold firm on prices but "throw in at no additional cost" a certain option.  Or will they do both?  

How much (in dollar terms) have they discounted?

Notes: The house has a base price of ~$350k.  Buyer is looking at options between $20-40K.   It's in a community of 50 homes, with about 12 left.  The builder is currently offering a slight discount package available to anyone who stops by the model home office.   I am looking to negotiate even further and would love your insight and/or what's worked for you in the past.

Thanks in advance!