As far as the human side of the negotiations, negotiating with a Tico land owner versus negotiating with a professional developer are two distinctly different experiences. Business negotiations in Costa Rica are quite circuitous, and if you decide to take part, you will be expected to drink a lot of coffee and begin meetings with long, winding discussions on the weather, family, and other such niceties. It can be pleasant once you get used to it, which you might as well do, because though language barriers may cut down the chitchat somewhat, American-style aggressiveness and brusqueness will get you nowhere. This is perhaps the most important thing to keep in mind when going into a business negotiation with a Tico, especially in rural areas. If you are an impatient or pushy person and have a difficult time containing yourself, it might be a good idea to find a bicultural broker who can handle the negotiations on your behalf. Negotiations will, of course, have a different quality if the seller is a developer – local or foreign – with product to move. Developers have a set range in which they will negotiate, and it’s a range that varies depending on the newness of the development. Make an offer and see what happens. Newer developments will be anxious to get some sales on the board and their sales staff are probably more likely to come down in price. One advantage of buying a place still under construction is that you can negotiate the interior, including the fixtures, cabinetry, floor, lighting, and even appliances. If the developer doesn’t want to do things the way you like them, you can negotiate the furnishings right out of the contract and do them yourself once you take possession. One final caveat to negotiating with Tico landowners is that though you can usually talk the “gringo price” down, it depends on the landowner’s motivation. Some property owners simply slap a se vende sign on the front gate after seeing their neighbor rake in a million bucks. They’re not motivated to sell the property, but they will if the price is right. Oftentimes, however, their expectations are unrealistic and you won’t be able to negotiate that seller’s price down much at all. In that case, it’s best to move on.