The Hidden Art of Negotiation (and Why It Matters in Every Deal)

One of the most overlooked aspects of a real estate transaction is the art of negotiation—and more importantly, the power of leverage.

As consumers, we often don’t realize how much leverage we have (or don’t have) in a deal. And that’s where having a skilled negotiator in your corner becomes essential. Time and time again, I’m surprised at how much crucial leverage gets given away—often unintentionally.

Let me give you a real example:

My business partner and I were representing a buyer recently, and we ran into inspection issues—specifically a faulty HVAC system—and the appraisal came in low. At that point, the biggest leverage my buyer had was their ability to walk away. And sometimes, that’s the only real leverage a buyer has. But it's powerful.

Most sellers don’t want to start over. They don’t want to go back on the market. It’s exhausting. Showings, uncertainty, and the emotional toll of being in limbo—it wears people down. That simple reality can shift the dynamic in your favor if you stay steady and strategic.

Still, many buyers are nervous to use that leverage because they’re emotionally attached to the home. That’s when they need someone to coach them—to help them hold the line and negotiate wisely.

It’s obvious you like the home—you wrote an offer. That’s a clear signal. But don’t gush over the home. Not at an open house. Not if you meet the owners. Don’t gush. That sends a signal that you’re overly attached, which can weaken your position. You’re now in a negotiation—there are lots of things that can come up, and your strongest card is always the ability to walk away.

Sellers, same thing. Don’t overshare. Seriously. Let the buyer read the seller’s property disclosure. Let them do their due diligence—that’s their responsibility. It’s always “buyer beware.” They have to poke and prod. Don’t get nervous. Expect it. It’ll actually feel better knowing the buyer has a clear picture of what they’re stepping into. That doesn’t mean hold back information—it means answer the questions being asked, and do it with integrity. But don’t volunteer too much. Less is more.

Here’s another example: In a recent deal, I was representing buyers and the seller’s agent let it slip that their clients needed this deal to go through because they were under contract on another home. That moment shifted all the leverage to our side. Suddenly we knew they were under pressure to close, and we were able to negotiate accordingly.

That’s why I always say: less is more in negotiation.
Avoid long narratives. Avoid explanations about why you “need” a fast answer. Hold your cards. Protect your leverage.

The truth is, leverage swings back and forth during a transaction. Sometimes the buyer holds it, sometimes the seller. A sharp negotiator can help you identify where the leverage is, and how to use it wisely without tipping your hand.

I love seeing buyers and sellers walk away from a deal feeling like it was a win-win. That doesn’t always happen—but more often than not, with skilled negotiation, it can.

When interviewing a real estate agent, don’t just ask about listings or market knowledge. Ask about negotiation. Ask for real stories—situations where they had to guide a client through a tough deal. Because negotiation isn’t just part of the job—it’s a skill that can save (or cost) you thousands.

Negotiation doesn’t have to be cutthroat, but it does have to be thoughtful, strategic, and well-executed. That’s where having the right guide can make all the difference.

—Scott Lowe
Your Real Estate Guide | Fort Collins
ScottLoweRealEstate.com