When it comes to the average commercial property sale, the high values that form the elements of the negotiation are seldom beaten or excelled by any other industry. Some properties sell for millions of dollars or pounds (depending on your currency), and the parties to the deal are very aware of the potential to make the wrong choices or early choices without all the facts. It is not in their interest to open up on all ideas and demands too early in the negotiation.

If mistakes are made in the negotiation then the financial impact can be great on the parties to the deal; the impact of a poor choice can be felt for years. Good real estate negotiators understand the pressures of the final moments of negotiation, and carefully examine the signals coming from all the parties.

The more deals you do as a professional salesperson the easier it gets to read the signals of the negotiation coming from the parties. There is a single golden rule to negotiation that is worthwhile remembering in all the negotiations that you do; everything that is said is only a part of the full story. Look for more twists and turns to the negotiation; look for other motivations and outcomes. Look for the secret outcome or solution. Find their point of ‘property pain’ and you will find the negotiation solution.

Here are a few clues to reading the parties in the negotiation:

1. Observe the placement or zone the person is negotiating from at the table or in the room. Are they away from others or are they in close proximity? If they are remote then they are trying to preserve their position and may not play all the negotiation cards at first request. They do not want to connect yet.
2. As you ask questions watch their eyes and head positions as they respond. If they are responding and looking directly at you then you know they are fully in the negotiation and their comments are real. If they are not responding to you, but generally to the space in the room, they are not playing all their cards and ideas yet. They have secrets they have not told you yet.
3. Are they agitated or calm? Movement will be a giveaway sign of some anxiety and worry. If you ask more questions at this point you will usually find out what is at the centre of their feelings and concerns. This strategy is what they call a ‘Freudian Slip’, and all good negotiators use it as a tool or tactic to get to the real negotiation point or problem.
4. The words and dialogue they use are important in a few ways. The speed of speech, the tone of voice, and the flow of conversation will all send out signals.
5. Gestures and postures in the negotiation will send further messages about the dialogue or words they speak. Are they leaning into the conversation or leaning out or away? This is a real sign of connection or disconnection and will have value in the negotiation.

Negotiations do not have to be hard or difficult. We all have a natural skill to interpret other people; you simply need to watch and observe.