Good Negotiations Go Beyond Price
In real estate, thoughtful questions and careful preparation can reveal priorities that help both parties reach a better outcome.
NEW YORK — The strongest real estate negotiations are grounded in a clear understanding of each party's priorities rather than price alone, real estate investor James Nelson said in Forbes magazine.
Careful listening, thorough preparation, and a professional approach can help uncover shared interests and create solutions that address more than one party's goals. That kind of negotiation does more than move a deal forward. It can reduce friction, support smoother closings and leave both sides feeling their concerns were understood. In real estate, that added value can strengthen relationships and the transaction itself.
“By asking thoughtful questions and paying attention to the responses, you can uncover priorities that might not be obvious at first. This information often becomes the key to structuring a deal that works for both sides,” he said.
Timing, flexibility and closing can carry just as much weight as pricing to shape an outcome that feels workable on both sides. Both sides will come away with the feeling that their goals were understood and addressed, making the transaction successful everyone involved.
Source: Forbes (04/13/26) Nelson, James
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