When you first see the itemized cost sheet for a Japanese apartment, it can look like a wall of non-negotiable fees. Some of it truly is fixed. But a few line items are more flexible than most renters realize—especially if you ask politely, at the right time, through the right person. This guide breaks down what's actually worth negotiating, what almost never moves, and the exact Japanese phrases to use with your leasing agent.
For a full breakdown of what each fee is and why the total often runs 4–6 months of rent, see why moving in Japan costs so much upfront. If you haven't run your own numbers yet, our move-in cost calculator is a good place to start before you begin any conversation with an agent.
What's often negotiable
These items vary property to property and depend heavily on the landlord's situation—how long the unit has sat vacant, how competitive the season is, and whether the fee is contractual or just the agency's standard add-on.
Key money (礼金 reikin)
Key money is a non-refundable gift to the landlord, separate from the deposit. It's the single biggest target for negotiation, particularly on units that have been listed for a while or are outside peak moving season (roughly January–March in most cities). Landlords with a unit sitting empty often prefer one month less income over another vacant month.
- 礼金を少し下げていただくことは可能でしょうか？
Reikin o sukoshi sagete itadaku koto wa kanou deshou ka?
Would it be possible to lower the key money a little? - こちらの物件は礼金なしにしていただくことはできますか？
Kochira no bukken wa reikin nashi ni shite itadaku koto wa dekimasu ka?
Could this property's key money be waived entirely?
See our full explainer on how key money works, and if you'd rather avoid it altogether, some buildings are listed as no-key-money, no-deposit units from the start.
Agency fee (仲介手数料 chūkai tesūryō)
By law this is capped at one month's rent plus tax, but many agencies charge less, and some will discount it further if you ask—especially if they're also the property's managing agent (see the leverage section below).
- 仲介手数料を半額にしていただくことは可能でしょうか？
Chūkai tesūryō o hangaku ni shite itadaku koto wa kanou deshou ka?
Would it be possible to get the agency fee at half price?
Optional add-ons: disinfection, 24-hour support, fire insurance
Some agencies bundle in services that aren't part of the lease itself—room disinfection (室内消毒 shitsunai shōdoku), a 24-hour support hotline (24hサポート), or a specific fire insurance policy (火災保険 kasai hoken). If these are optional add-ons rather than conditions written into the lease, you can usually decline them or bring your own alternative.
- 室内消毒は任意でしょうか？必要なければ外していただけますか？
Shitsunai shōdoku wa nin'i deshou ka? Hitsuyō nakereba hazushite itadakemasu ka?
Is the room disinfection optional? If it's not required, could it be removed? - 火災保険は自分で契約してもよろしいでしょうか？
Kasai hoken wa jibun de keiyaku shite mo yoroshii deshou ka?
Would it be all right if I arranged my own fire insurance?
A quick caution: fire insurance is genuinely required by most leases, so this phrase is about choosing your own provider, not skipping it. The 24-hour support line is worth checking carefully—if it's listed as a mandatory lease condition rather than a convenience service, it may not be removable.
Free rent (フリーレント furī rento)
Instead of lowering fees directly, some landlords will offer one or two months of free rent at the start of the lease, which has a similar effect on your total move-in cost. This is worth asking about even if reikin reduction isn't on the table.
- フリーレントの物件はありますか？もしくはご相談可能でしょうか？
Furī rento no bukken wa arimasu ka? Moshikuwa gosōdan kanou deshou ka?
Are there any free-rent units available? Or is this something we could discuss?
What's rarely negotiable
It helps to know where not to spend your negotiating capital. Pushing on these usually just signals to the agent that you don't understand the market, which can work against you.
- Deposit (敷金 shikikin) — This is refundable in principle and covers repairs beyond normal wear, so landlords rarely reduce it. It's also the fee foreign renters have the least reason to worry about, since a fair portion is typically returned at move-out.
- Guarantor company fee — Set by the guarantor company, not the landlord or agent, so there's no one in the room able to discount it. For more on how these companies work, see our guide to guarantor companies for foreign renters.
- Lock change fee (鍵交換 kagi kōkan) — A fixed, one-time security cost charged per tenancy. Almost never waived, and honestly not worth contesting.
- First month's rent — This is rent, not a fee, so there's nothing to negotiate here.
Timing matters more than wording. The single biggest lever isn't which phrase you use—it's when you ask. Units that have been vacant for a while, off-peak months (avoid January–March if you can), and agencies that directly manage the building (rather than just listing it) all have more room to say yes. A strong applicant—stable income, a guarantor company already lined up, no red flags—also gives the agent a reason to advocate for you with the landlord.
How and when to ask
Negotiate before you submit your application (申込 mōshikomi), not after. Once an application is in, the landlord has less incentive to make concessions. Always route the request through your leasing agent rather than contacting the landlord directly—that's the expected channel, and agents are generally willing to ask on your behalf if you're polite about it.
- この物件について、初期費用の相談をさせていただくことは可能でしょうか？
Kono bukken ni tsuite, shokihiyō no sōdan o sasete itadaku koto wa kanou deshou ka?
Regarding this property, would it be possible to discuss the initial costs?
Keep expectations realistic: not every landlord will negotiate, and some units—especially new, popular, or recently renovated ones—have no reason to budge. Asking costs you nothing and rarely damages the relationship, but treat any reduction as a pleasant possibility rather than something to expect on every apartment.
Once you have a revised quote, run it back through the move-in cost calculator to see the real difference a waived reikin or a free-rent month makes to your total. And if any of the fee names on your estimate still look unfamiliar, our FAQ covers the most common terms renters ask about.
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