Facebook
X
Pinterest
Copy Link
Understanding your negotiation style can be the difference between closing the deal-and closing the door
In real estate, negotiation isn’t just about getting the best price-it’s about managing timing, relationships, pressure, and personalities. If you’ve ever walked out of a deal feeling like either a bulldozer or a doormat, you’re not alone. Negotiation is a skill that can be learned. And it all starts with understanding your style-and why it matters. Over the years, here’s what I’ve learned, and what I encourage every Realtor to reflect on:
1. Negotiation Is a Process-Not a Win Button
Too often, agents zero in on the final price. But strong negotiators understand that what happens during the negotiation is just as important as the outcome. It’s about reading the rhythm of the conversation, the flow of offers and counters, and whether the interaction feels collaborative or combative. When done right, all parties should leave the table feeling like they’ve “won,” even if it required compromise.
2. Everything Is Negotiable-Really, Everything
While price tends to get all the attention, savvy negotiators know that the real leverage often lies in the details. Think: closing dates, inclusions, conditions, repairs, or even flexibility. These terms can carry huge value. Broadening your view of what can be negotiated allows you to craft solutions that work for everyone involved.
3. Know Your Style-And Recognize Theirs
Everyone approaches negotiation differently. Some charge in headfirst, others aim to keep the peace. Understanding your default style-and recognizing the style of the person across the table-can completely change your strategy.
- Hardballers focus on winning and rarely show their hand.
- Accommodators prefer to keep everyone happy, even if it means giving in too soon.
- Analyzers rely on data, often overlooking emotional cues.
- Collaborators seek win-win outcomes and value long-term relationships.
No one style is best in every situation. In fact, if you only ever negotiate one way, you’ll find yourself stuck. Flexibility and awareness are key. The best negotiators adapt based on what the moment-and the client-calls for.
4. Focus on Shared Interests, Not Egos
Deals fall apart not because of facts, but because of pride. When the focus shifts to being “right” rather than finding common ground, progress stalls. The strongest negotiators stay solution-focused. They ask the right questions, look for alignment, and work toward shared goals. As real estate professionals, we are often the bridge-not just between buyer and seller, but between emotion and resolution.
Bottom Line?
If you want to master negotiation, stop trying to win every time. Instead, take the time to understand your own approach. Learn how to recognize what matters most to the other party. And above all, aim for mutual satisfaction. That’s how trust is built, referrals are earned, and long-term success becomes your norm.
