How to Gain the Upper Hand in Real Estate Negotiations Without Being Mean or Rude

In a typical real estate transaction, numerous factors may be negotiated, and the terms of the purchase may be negotiated at different times throughout the process. For example, the contract may be negotiated at the time the original offer is made, but revisions to the contract may be negotiated after the property inspection has been completed. Both parties want to have the upper hand in negotiations, but those who focus on a few points are more likely to walk away feeling satisfied with the results of the negotiations.

Research All Factors Related To The Negotiation

A successful negotiation may be about achieving specific, desired goals, but in most cases, there will be a bit of give and take on both parties’ parts in order to find success. Those who have the upper hand in real estate negotiations will take time to research all factors related to the negotiations, and this includes everything from market conditions and how long the property has been on the market to how competitively priced the real estate is, how many other buyers there are and more.

Understand All Motives And Influences

Beyond outside factors related to the negotiation, there typically are personal motives and influences that must be considered. For example, a seller may be motivated to sell quickly due to a job offer in another city, or a buyer may be motivated because the property is the only one of its kind close to a great school. An experienced real estate agent can often gather and provide insight to their clients about the motives and influences of the other party that may impact the negotiations without revealing your personal motivations and therefore losing the upper hand in negotiations.

Consider Alternative Creative Solutions

After all external and personal factors have been researched and itemized, it may appear that one party has a clear upper hand in negotiations and the other party does not. However, in order to be successful in negotiations, typically both parties will need to feel as though they are getting what they want. After all parties’ motivations have been identified, it may be possible to think of creative, outside-the-box alternatives that may be agreeable to both parties.

When a buyer or a seller is preparing to negotiate with the other party, it is important that they fully understand all of the factors that may be at play in determining the outcome of negotiations. When buyers and sellers focus on these points before making an offer or counteroffer, they may find their negotiation efforts more successful.  For more information about how my extensive negotiation experience can benefit you, please give me a call – J.P. Cook – 602-320-4253.

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40930 W Agave Road Maricopa, AZ 85138

$465,990

4 Beds

3 Baths

2,142 SqFt

Status Active

MLS # 6641288

Property Type Single Family Residence

Price Type --

START PACKING... It's the Castellano.. This home has 4 bedrooms, 3 baths and 3 car garage. Large walk-in shower at owner's bath. Multi slide door that leads out to the covered patio perfect for entertaining. Gas range for the cook in the family. Benton painted white cabinets with 42'' kitchen uppers and pull out trash drawer with two bins. DT One Quartz Evening Gray countertops in the kitchen and at the enhanced kitchen island. DT Marble Attache Matte kitchen backsplash and stainless steel undermount kitchen sink. 8' tall interior doors throughout the home. Upgrade flooring includes MZ Norwood Oak 6x24 tile in all areas of the home except bedrooms/closets. Gas drop to dryer, gas stub for BBQ, 8' garage door, garage service door and so much more.

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12565 N 175th Drive Surprise, AZ 85388

$465,900

3 Beds

2 Baths

1,836 SqFt

Status Active

MLS # 6688259

Property Type Single Family Residence

Price Type --

Beautiful property nestled on a desired corner lot! This gem displays a well-maintained front yard and a 2-car garage for your vehicles. The delightful interior features a spacious open floor plan, highlighting tall ceilings, a soothing palette, tile flooring, and soft carpet in all the right places. The kitchen is fully equipped with ample counter space, a walk-in pantry, rich wood cabinetry, recessed lighting, and an island with a breakfast bar, great for morning conversations. Double doors reveal a generous main retreat, offering a private bathroom with dual sinks and a large walk-in closet. Out the back, you'll find a covered patio for relaxing evenings after a busy day. Conveniently situated near schools, shopping, and parks. Stop searching!

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505 W Stanley Avenue San Tan Valley, AZ 85140

$465,500

3 Beds

2 Baths

1,999 SqFt

Status Active

MLS # 6689220

Property Type Single Family Residence

Price Type --

Welcome Home!! This beautiful 3 bedroom, Plus Den, 2 bath, 2 car garage home is located in the desirable and established Ironwood Crossing neighborhood. Large kitchen with granite counter tops, beautiful crown molding on cabinets, custom tile back splash, and stainless steel appliances. Open and spacious floorplan with 8' doors throughout. Ceiling fans in all rooms. Water softener and RO water system. Enjoy relaxing under your extended covered patio with sunshades or under the stars next to your gas fire pit. Exterior was repainted in 2020. This is a must see! Owner has access to Mary Lou Fulton & Ira Fulton Aquatic center. Great community features include parks, basketball courts, pickleball courts and much much more. **Some Furniture is Available on a Separate Bill of Sale*

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16755 W Buckhorn Trail Surprise, AZ 85387

$465,462

4 Beds

3 Baths

2,291 SqFt

Status Active

MLS # 6686984

Property Type Single Family Residence

Price Type --

Can't find what you want on the resale market, look no further. This 4 bedroom, 3 bathroom Pastora plan is open, spacious and livable. The kitchen overlooks the great room and is loaded with upgrades. The kitchen includes 42'' upper cabinets with a gourmet layout, stainless steel appliances, quartz counter top and beautiful back splash. The flooring throughout is upgraded. The 12ft. sliding glass door allows more light into the great room and provides a seamless transition between the indoor and outdoor spaces. Our High Performance Homes come standard with home automation technology and a Reme Halo air purifier to promote a healthy lifestyle. EZ access to the 303 loop. Elementary school is close to community. Home is MOVE-IN READY

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17708 W Eva Street Waddell, AZ 85355

Open House

$465,420

5 Beds

2.5 Baths

1,915 SqFt

Status Active

MLS # 6687003

Property Type Single Family Residence

Price Type --

This GORGEOUS Single Story New Construction home has it all! 1,915 square feet, 5 bedrooms, 2.5 bathrooms, w/ 2 car garage! ***Est COE in May*** Our Quick move-in homes will include appliances and backyard landscape with turf. This home features a modern, neutral color palette, offering 36'' white shaker cabinetry, a large kitchen island, upgraded white quartz countertops, and 9' ceilings throughout. It also includes a soft water loop. This home prioritizes efficiency, with features such as dual pane low-E windows, and a smart home system included. The exterior features front yard desert landscaping, a covered patio and private backyard. Conveniently located off the 303, this community is near Costco, Safeway, and shopping. **Finishes may vary from sample photos and virtual tour.

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9812 E Windy Pass Trail Gold Canyon, AZ 85118

$465,400

3 Beds

2 Baths

1,642 SqFt

Status Active

MLS # 6657193

Property Type Single Family Residence

Price Type --

This popular split floor plan is located in a gated community on a quiet corner lot with mountain views and mature, low-maintenance landscaping in both the front and back yards. The interior features 3bd/2ba split floor plan, open family room with fireplace & skylights, formal dining room (or den), ceiling fans throughout and 9ft+ ceilings. Large primary suite includes great views of the back yard & pool and an en-suite with dual sinks, shower and walk-in closet. The eat-in kitchen features maple cabinets, granite countertops, pantry and breakfast bar. Tile & laminate flooring throughout. Enjoy the pebble tec play pool with waterfall and above-ground spa! The pool has a self cleaning in-ground system. Welcome home!

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1850 E Bernie Lane Gilbert, AZ 85295

$465,205

3 Beds

2.5 Baths

1,812 SqFt

Status Active

MLS # 6693338

Property Type Townhouse

Price Type --

Beautiful, newly built condo now available in Towns at Annecy! This 2-story Spanish/Italian style property offers a lovely kitchen with Stainless Electric GE appliances including a refrigerator, Quartz countertops, and a Delta Faucet. Other highlights include Espresso Shaker style cabinets, Delta Bath Hardware, wood look flooring, two closets in the Primary Suite, and ample storage throughout. A stainless GE Washer and Dryer are also included! Soft Water Loop pre-plumbed only. Enjoy gated access and endless amenities including a pool, spa, playground, and more! Please note that the interior photos are not from this home, they are a reference from a finished model.

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1850 E Bernie Lane Gilbert, AZ 85295

$465,205

3 Beds

2.5 Baths

1,812 SqFt

Status Active

MLS # 6693434

Property Type Townhouse

Price Type --

Lovely new Spanish/Italian style condo now available in the private and gated community of Towns at Annecy. Enjoy endless amenities throughout the community and designer selections throughout the 3 bed, 2.5 bath home. Stainless Electric GE appliances including a Refrigerator, Washer, and Dryer! The kitchen boasts Quartz countertops, a Delta Kitchen Faucet, and Nutmeg Shaker style cabinets throughout. The unit has ample storage including two closets in the Primary Suite. Other highlights include wood look flooring and carpet flooring, Delta bath hardware, and a Soft Water Loop pre-plumbed only. Attached 2-car tandem garage. Please note that the interior photos are not from this home, they are a reference from a finished model.

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5258 E Calle De La Fressa -- Hereford, AZ 85615

$465,000

4 Beds

2 Baths

1,928 SqFt

Status Active

MLS # 6691769

Property Type Single Family Residence

Price Type --

A must see to appreciate is the elegance and peaceful beauty of this new built 4-bedroom modern, country charmer! Boasting magnificent views of the northern/ eastern mountain range & the gorgeous Huachuca mountains, a hike away. The front porch & yard provide an idyllic ambiance for the beauty of this quiet country style neighborhood. Featuring a wonderful spacious open floor plan, to include 4 bedrooms, 2 bathrooms, a den, vaulted ceilings, larger windows, taler doors & an open concept - split bedroom plan, with an oversized 3 car garage. Just beautiful are the buttercream-colored cabinets accented with the darker granite counters. A lovely kitchen island & charming dinning create such a relaxing yet elegant dining experience. The wood tile flooring throughout makes for easy living and a great look. Stop in to see this gorgouse home and you too will fall in love!

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25664 N 162nd Drive Surprise, AZ 85387

$465,000

3 Beds

2 Baths

2,041 SqFt

Status Active

MLS # 6672937

Property Type Single Family Residence

Price Type --

This gorgeous, highly upgraded floor plan is model home perfect. This 2041 Sq Ft. single level property has an open floorplan, 3 bdrms, 2 baths plus a den/flexspace! It was built in 2020 with lots of upgrades! Step inside to a home that is light, bright and a beautiful blend of luxury and comfort. This home is better than new, it boasts beautiful white shaker cabinets with a beautifully deigned backsplash, luxury wood-look flooring, Brand new Carpet throughout the house as well as stunning granite countertops which make for a sleek and sophisticated look! The impressive gourmet kitchen offers a gas cooktop and and an island breakfast bar. 8ft doors throughout the house. The owner's suite is spacious with a walk in shower. This home also comes with a backyard designed for easy maintenance.

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15622 W Yucatan Drive Surprise, AZ 85379

$465,000

4 Beds

2 Baths

2,407 SqFt

Status Active

MLS # 6672604

Property Type Single Family Residence

Price Type --

Meticulously maintained and cared-for home on a quaint, tree-lined street in Greer Ranch. Located in the beautiful city of Surprise. This 4 bed 2 bath home has a large living room with a separate formal dining room. Upgraded with durable, wood laminate flooring throughout. Fully landscaped front and back with auto watering system. Spacious kitchen with SS appliances. Built-in bookshelves. Custom front security screen door. Huge primary suite. Ensuite with privacy door. Covered back patio with an extended concrete slab. Split 3-car garage. 3rd bay has lots of built-in storage cabinetry. Great for a workshop or man cave. Must see this beautiful home!

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45240 W Windrose Drive Maricopa, AZ 85139

$465,000

5 Beds

3.5 Baths

3,432 SqFt

Status Active

MLS # 6674588

Property Type Single Family Residence

Price Type --

The home features an open floor plan with a formal living and dining room, as well as a great room that overlooks the backyard. It includes a half bath downstairs for convenience and 5 bedrooms upstairs with 3 additional bathrooms. The kitchen has plenty of cabinet space with a desk area, walk-in pantry, granite countertops, and an under-mount sink. Large tile is in the traffic, kitchen, and wet areas, with neutral carpet in the rest of the home.

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