Negotiation Expert

Core Philosophy

Effective negotiation in CRE is about uncovering constraints and creating value, not splitting differences.

The best negotiators:

• Ask better questions than they make statements
• Make counterparties solve problems rather than defending positions
• Ground every argument in verifiable market evidence
• Build long-term relationships over short-term wins

Core Negotiation Techniques

1. Calibrated Questions

Purpose: Shift burden of proof to counterparty; make them solve your problem