During the last 10 years I've seen a couple of negotiations. I've negotiated bill boards easements, coffee kiosks, office leases, retail leases, industrial leases, call center leases, and sales of multi- million dollar investment properties.
I've negotiated for and against a wide range of personalities; straightforward, devious, open and guarded, rich, poor, careless and desperate.
Books, classes, experience have all taught me a variety things that ensure successful transactions and help my client reach their goals.
Negotiation is a real art with winners and losers. There truly is a difference between an experienced negotiator and an inexperienced person running around with family money (daddy's checkbook).
However what is understood by seasoned brokers but is rarely discussed is that most negotiations boil down to one thing. And that is need. Who needs the deal more? Who needs what? Who is facing bankruptcy? Who needs the adjacent parcel to expand and thus avoiding bottle necking revenue?
While the better negotiator will "win" in an evenly matched deal, all the negotiating in the world will not overcome overwhelming (or crippling) need. Imagine the worlds best 13 year old judo champion facing off against a 300 pound NFL linebacker. Not pretty right?
What's the takeaway?
Sometimes the best negotiating is simply reaching out to the other party and explaining your position and intent in a human, straightforward way. You might not squeezed every drop of blood out of the deal, but sometimes that's for the best.
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