Want the best deal when selling your home? It all comes down to negotiation.
Now, I know negotiation often gets a bad rap. A lot of people think of it as a fight, or something pushy and uncomfortable. But here’s the truth: good negotiation is about creating a win-win where everyone gets what they need. It’s about clear communication, compromise, and keeping the deal moving forward.
The good news is, you don’t need to become a negotiation expert yourself. What you do need is an agent who understands the different negotiation styles and knows how to adapt when it counts.
The Different Negotiation Styles
🚨 The Competitive Negotiator
This is the “winner takes all” approach. It’s old-school, ego-driven, and often cutthroat. They love being known as tough and unyielding.
The problem? Deals drag out, buyers get frustrated, and relationships with other agents break down. Instead of helping you, it can cost you time, money, and the best offers.
🤷 The Compliant Negotiator
On the opposite side is the compliant negotiator. They hate conflict, want everyone to like them, and end up giving in way too easily.
Here’s the danger: when a buyer’s agent asks for something, they cave—and they’ll often convince you to cave too. That means you’re not being represented the way you deserve.
Negotiation is part of every real estate transaction. It’s not something to fear, but it does need to be handled with confidence.
🤝 The Collaborative Negotiator
This is where the magic happens. A collaborative negotiator listens, asks questions, and works with you to set realistic goals. When offers come in, they take time to understand what matters most to the buyer and the seller, then look for creative solutions that make the deal work for everyone.
They compromise on the small things to protect the big things—and they don’t let ego get in the way of what’s best for you.
To some, collaboration may look like weakness. But it’s actually the most effective style you can have. (Even Harvard teaches this method in their negotiation courses!) A collaborative negotiator is skilled in communication, problem solving, listening, rapport building, and ethical persuasion. They get smoother transactions and stronger results.
Your Role in Negotiations
You play a role too, even though you’re not the one at the table with the buyer’s agent. Here’s how to set yourself up for success:
- Remember your priorities. Keep your main goals front and center so you don’t get distracted by the little stuff.
- Stay calm. The best decisions aren’t made when emotions run high. Take a breath (or even sleep on it) before responding.
- Listen and ask questions. Your agent is there to guide you—so if something doesn’t make sense, ask. You always have the final say.
- Be clear. Keep communication open with your agent. If you’re not happy with how the negotiation is going, speak up and explain why.
Questions to Ask Your Agent
Not all agents are trained in negotiation. Here are three great questions to ask before hiring someone:
- What training or courses have you taken in negotiation?
- What do you consider your strongest negotiation skill?
- What do you believe are the most important aspects of any negotiation?
The bottom line: your agent’s negotiation style directly impacts your outcome. Choose someone who knows how to collaborate, stay calm under pressure, and keep your best interests front and center. That’s where the real wins happen.
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