5 Signs You’re Working With a Truly Great Real Estate Negotiator

1) They Understand Leverage — and Know How to Create It

Great negotiators know price is a result of leverage, not the starting point.

In Portland, that might mean recognizing when a home in Cedar Mill has been sitting for 30+ days with multiple price reductions. Instead of simply offering less, a skilled agent uses that time on market to negotiate inspection credits, closing cost help, or more favorable terms.

Example:
A Sellwood home had two offers. One was higher, but your agent learned the sellers were relocating for work and needed speed. By offering a 10-day close and strong financing, you won the home and still paid less than the competing offer.

2) They Control Information (Instead of Giving It Away)

The best negotiators are careful about what they say — and very skilled at learning what the other side isn’t saying.

In neighborhoods like Laurelhurst or Eastmoreland, sellers often have emotional ties and specific timing needs. A great agent picks up on small comments from the listing agent and uses that information to shape a stronger offer without raising the price.

Example:
During a showing, the listing agent mentioned the sellers were focused on school enrollment timing. Your agent adjusted the closing date to match that window, making your offer the most attractive without changing the dollar amount.

3) They Negotiate More Than Just Price

A home sale has a bunch of moving parts beyond the number on the page.

Strong negotiators know how to use terms like inspection scope, closing date, deposit size, and inclusions to create wins for their client.

Example:
In the Pearl District, two offers on a condo came in close. Your agent offered a flexible inspection timeline and agreed to take the washer and dryer “as is,” removing stress for the seller and securing the deal for you.

4) They Manage Emotions — for Everyone Involved

Portlanders love their homes and neighborhoods, which can make negotiations emotional.

A great negotiator keeps the conversation calm, respectful, and focused on facts — never triggering defensiveness or ego.

Example:
In a Healy Heights mid-century home, the sellers were clearly attached to their remodel. Instead of criticizing price, your agent framed the offer around market data and appreciation for the home, keeping the tone positive and the deal moving forward.

5) They Know When Not to Negotiate

This is the most overlooked skill!

In competitive neighborhoods like the Alberta Arts District, Hawthorne, or Alameda, pushing too hard can lose the deal. A seasoned negotiator knows when to keep the offer clean, accept reasonable terms, and avoid unnecessary back-and-forth.

Example:
A fixer in Alberta had huge upside. Instead of demanding large repair concessions, your agent negotiated a modest credit and preserved goodwill — helping you win a property others lost by overplaying their hand.

The Bottom Line

A great real estate negotiator controls leverage, information, terms, emotions, and timing. In Portland’s nuanced market, those skills often matter more than the offer price itself. When you work with someone who understands this, you don’t just get a smoother transaction — you get a better outcome.

Work with me!

I have decades of experience in negotiation and will advocate for you every step of the way! I’ve saved my clients tens of thousands of dollars through clever negotiations. It would be my pleasure to be your guide on your Real Estate journey.