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The Art Of Negotiation: Tips For Securing The Best Deal In Commercial Real Estate Transactions

By April 24, 2023No Comments

Commercial real estate transactions can be stressful, especially if you are the one negotiating. A good negotiator can secure the best deal for their client.

Paragraphs give details about what each party is getting and how it will help them. Generalities are usually right as long as they are not too general. For example, if a party is specifically getting a certain type of property, then that type of property should be priced correctly.

Generalities can be hard to recognize when they are coming from someone else. When these details are read as negatives, it can be hard to realize when they are true positives.

When reading notes or correspondence regarding a transaction, there is a need to do some searching to find the answers to questions such as these.

Find a good partner

The Art of Negotiation: Tips for Securing the Best Deal in Commercial Real Estate Transactions

Being in a commercial real estate partnership is like being in a relationship. You need to find a match that works for you and your goals.

It’s not enough to rely on only the other party to help you get the deal you want. Both parties must be involved.

Partners need to work together, play together, and even fall in love with each other because of business relationships. Each party knows the other very well and their strengths and weaknesses.

When one party doesn’t know what they want, or when one party gets tired of the other putting out treats, it’s time to find a new partner. You can do it safely, by finding someone who shares your style of business, finding partners with similar goals, and working together as a team.

Decide on a location

The Art of Negotiation: Tips for Securing the Best Deal in Commercial Real Estate Transactions

Before any negotiations take place, both parties should decide on a location where the deal is at.

This location should be agreed upon before any other information is exchanged such as site visits, contract signing, and financing. If the location is changed during the negotiation period, then this must be done early so that both parties have time to consider it.

It is important to decide on a location when there is a shortage of space in order to save money and quality of life. A bad fit can lead to bitterness, hard feelings, and unnecessary stress which could affect your health.

When searching for a new location it is important to know what features make an impact on how space affects you. For example, large open spaces may be missing points for you.

Research the market

The Art of Negotiation: Tips for Securing the Best Deal in Commercial Real Estate Transactions

Once you’re ready to negotiate, do some research to find out what other sellers are offering, how much they are offering, and how much you want to sell your house for.

This can save you a lot of stress and time in the future. Many times, the seller will overoffer and take less than what you want due to lack of knowledge about the market and what your house is worth.

If a house is listed for a certain amount of months, then during those months it may be taken advantage of as more people would like to purchase this home. This could lead to a lower offer or no offer at all.

To prevent this from happening, do your research early on to see if the house has been sold or not. If not, then do not overoffer and take less than what the property is worth.

Know your customer

The Art of Negotiation: Tips for Securing the Best Deal in Commercial Real Estate Transactions

the person or group you want to do business withnaomeh is known as your customer. When a customer wants something, it is like trying to win purchase from a market stallion. You have to go through the stages of negotiations in order to obtain your desired outcome.

The first stage is called know your opponent. This means looking at the other party’s goals and deciding whether or not you can help them achieve those goals.

For instance, if another party wants to buy your property but you think they will not be able to sell it for what you are asking, then they may not be the right party for the property.

Another point of know your opponent is that during negotiations, they can use words and gestures to send messages.

Be clear about your objectives

The Art of Negotiation: Tips for Securing the Best Deal in Commercial Real Estate Transactions

When a new commercial real estate deal is being negotiated it is important to be very clear about your objectives.

If you are selling your company’s business and the buyer wants to upgrade to a newer building with more space but loses your old building’s parking spot, then you would want to be very clear about that.

If the buyer needs a renovation but needs new windows and another floor but no elevator, then you would want that too. You want something that will make you feel good about yourself as a seller, right?

Be honest about what you need and what you want. If the buyer does not meet your expectations, do not get into an argument because they will lose control of the negotiation. Instead, discuss what you want next and find a way to meet those needs.

Identify all potential obstacles to a deal

The Art of Negotiation: Tips for Securing the Best Deal in Commercial Real Estate Transactions

Once a seller and a buyer are willing to meet in negotiations, the next step is to identify potential obstacles to a deal.

Disagreeable or difficult situations should not be used as an excuse to deny a buyer access to the property or lowball offers to acquire the property.

As real estate agents, we see this extensively. Buyers will often contact them, they look at it for a short period of time, they’re not sold, they move on.

By having this discussion with the seller prior to any negotiations, there is a chance of finding common ground and reducing the chance of an obstacle being identified.

There may be technical or legal issues that need to be addressed before closure, thus giving both parties time to consider what options they have and whether it’s a deal they want to accept.

Develop strategies to overcome obstacles

The Art of Negotiation: Tips for Securing the Best Deal in Commercial Real Estate Transactions

As the owner or developer of a property, you may be confronted with obstacles that prevent you from completing your project. For example, a developer may have planned to construct a complex with several buildings, but after some renovations, one building becomes vacant and unavailable.

Such circumstances are called obstacle sources. When these occur, it is important to understand what they mean and how to address them successfully.

Obstacle sources can happen at multiple levels: the property owner/user, the developer/purposer, the government/operator, and the public/users. Each plays a role in keeping people out and generating interest in your property.

If an obstacle exists at just one point, it can still affect the entire project. For example, if the user or users are poorly informed or developed minimal knowledge of what an obstacle source is and how to address it effectively, then there is a probability of failing to meet their needs.

Know when to move on

The Art of Negotiation: Tips for Securing the Best Deal in Commercial Real Estate Transactions

Once you’ve found a good compromise, it’s time to move on. You can’t stick around and be sure your side of the equation gets enough recognition or that your opponent moves forward with the deal.

This can be tough if your opponent is a very large company with established relationships. It may take a few rounds of negotiation before they agree to what you want, or you have to go to another company to get what you want.

If you really want something, then get it! If you don’t want something but can live with the compromise, find a way to accept it so that you can move on. Both parties must still feel comfortable moving on, though.


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