How to Gain the Upper Hand in Real Estate Negotiations Without Being Mean or Rude

In a typical real estate transaction, numerous factors may be negotiated, and the terms of the purchase may be negotiated at different times throughout the process. For example, the contract may be negotiated at the time the original offer is made, but revisions to the contract may be negotiated after the property inspection has been completed. Both parties want to have the upper hand in negotiations, but those who focus on a few points are more likely to walk away feeling satisfied with the results of the negotiations.

Research All Factors Related To The Negotiation

A successful negotiation may be about achieving specific, desired goals, but in most cases, there will be a bit of give and take on both parties’ parts in order to find success. Those who have the upper hand in real estate negotiations will take time to research all factors related to the negotiations, and this includes everything from market conditions and how long the property has been on the market to how competitively priced the real estate is, how many other buyers there are and more.

Understand All Motives And Influences

Beyond outside factors related to the negotiation, there typically are personal motives and influences that must be considered. For example, a seller may be motivated to sell quickly due to a job offer in another city, or a buyer may be motivated because the property is the only one of its kind close to a great school. An experienced real estate agent can often gather and provide insight to their clients about the motives and influences of the other party that may impact the negotiations without revealing your personal motivations and therefore losing the upper hand in negotiations.

Consider Alternative Creative Solutions

After all external and personal factors have been researched and itemized, it may appear that one party has a clear upper hand in negotiations and the other party does not. However, in order to be successful in negotiations, typically both parties will need to feel as though they are getting what they want. After all parties’ motivations have been identified, it may be possible to think of creative, outside-the-box alternatives that may be agreeable to both parties.

When a buyer or a seller is preparing to negotiate with the other party, it is important that they fully understand all of the factors that may be at play in determining the outcome of negotiations. When buyers and sellers focus on these points before making an offer or counteroffer, they may find their negotiation efforts more successful.  For more information about how my extensive negotiation experience can benefit you, please give me a call – J.P. Cook – 602-320-4253.

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5842 E Redwing Road Paradise Valley, AZ 85253

$7,745,000

5 Beds

5.5 Baths

8,306 SqFt

Status Active

MLS # 6692132

Property Type Single Family Residence

Price Type --

Nestled between Mummy and Camelback mountains, this meticulously maintained estate showcases authentic Santa Barbara architecture and timeless design. Every detail created by skilled artisans, it features exquisite millwork and cabinetry - all crafted on site. Privately set on a tranquil Paradise Valley cul-de-sac, the home features a circular driveway, flowing fountain, gated entry courtyard with exposed terracotta roof tiles and red brick columns...reminiscent of the famed Royal Palms Resort. Ideal for entertaining, the chef's kitchen boasts dual islands of butcher's block and Carrera marble atop beautiful cabinetry, with ample seating for 12 and a spacious butler's pantry. The great room, adjacent to the theater with coffered ceiling and plush seating for 8, features hand-hewn trestle beams, a serving bar and wine room, which all flow into the central courtyard. Once outside, discover this charming outdoor space with a shimmering hand-tiled swimming pool, an outdoor kitchen, inviting seating areas with mountain views and a full guest casita. Unwind and relax in the custom spa that can seat up to 12 with cascading fountains from the pergola above. The primary suite features a coffered ceiling, sliding bookcase revealing a secret office, Cantera fireplace, a luxurious bath with dual vanity areas, custom tile, and two walk-in closets. The split floor plan includes three guest suites with en-suite baths and beautiful hand-painted tiles. The hand-painted domed ceilings in the formal dining room and nearby office complement the living room with its boxed barrel-domed ceiling and crystal chandeliers, offering stunning Camelback Mountain views. An oversized four-car garage with ample built-in cabinetry, native plants, fruit trees, and space for a pickleball court or putting green complete this pristine property.

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10383 E Rising Sun Drive Scottsdale, AZ 85262

$7,700,000

6 Beds

5.5 Baths

5,814 SqFt

Status Active

MLS # 6727039

Property Type Single Family Residence

Price Type --

FULL GOLF MEMBERSHIP AVAILABLE - NO STEPS IN HOME. 5814 sq ft modern home completed in 2020 has walls of glass for seamless indoor outdoor living. 3 en-suite guest bedrooms plus a library/media room & large loft for grandkids. 3 Car Garage with addl 1 ½ bay for a rec room / man cave. A detached guest home with kitchen, living, 2 guest bedrooms, is perfect for when family or friends are in town. Entry water feature has a fire pit & ''floating'' walkway that leads to the entry door. 400 bottle climate controlled wine display at the dining room. Pocketing sliding glass doors in the great room open up to the resort style backyard with a 50 ft pool, deck fountains & spa. Ceiling heaters for winter & misters for summer, 2 firepits & 85'' TV make the backyard the ultimate entertaining space

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7000 E Horseshoe Road Paradise Valley, AZ 85253

Open House

$7,699,999

5 Beds

5.5 Baths

6,500 SqFt

Status Active

MLS # 6783344

Property Type Single Family Residence

Price Type --

Welcome to MDF Development and Jewel Box Home's latest extraordinary residence in prime Paradise Valley, where luxury and timeless design converge. Situated on a sprawling and flat lot, this single-level, 5 bedroom home with a split floorplan offers high end design coupled with incredible landscape executed by Refine Gardens. The heart of the home is the gourmet kitchen, featuring top-of-the-line Sub Zero appliances and an exquisite European-inspired Ilve oven. With 5 ensuite bedrooms and 5.5 baths, each designed with meticulous attention to detail, this home provides the ultimate in privacy and convenience. The attached casita, complete with a small kitchenette, offers a private retreat for guests or could serve as a perfect in-law suite. As you explore further you'll discover a captivating family/game room with a bar and walk in wine room creating an ideal setting for entertaining. The possibilities are boundless with a vast lot that accommodates your vision for a pool house, tennis court, pickleball courts, or even a show garage. Whether you're dreaming of hosting grand events or seeking a tranquil escape, this residence invites you to turn your vision into reality. In the heart of Paradise Valley, this home seamlessly combines elegance and opportunity, creating a haven where luxury living meets your unique aspirations. Don't wait to see the endless potential and unmatched beauty of this remarkable property.

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18720 N 101st Street Unit 2017 Scottsdale, AZ 85255

$7,680,000

5 Beds

5.5 Baths

5,534 SqFt

Status Active

MLS # 6782878

Property Type Apartment

Price Type --

The FINAL and much anticipated phase of the highly successful Icon project now available with construction well underway and estimated completion in 2025. This is not only an opportunity for extraordinary views and new construction , it also continues to be the best opportunity to be inside the gates of Silverleaf. ICON at Silverleaf offers an unlimited lifestyle with the lock-and-leave luxury of exceptional single-story flats amid the incomparable beauty of Arizona's McDowell Mountains. This rare and unique offering of spacious, open-concept residences affords the very best of all possible worlds, close to the cosmopolitan conveniences of affluent North Scottsdale, yet secreted within the pristine privacy of the Sonoran Desert behind the gates of the truly iconic upscale private

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9147 N Kober Road Paradise Valley, AZ 85253

$7,650,000

6 Beds

9 Baths

8,522 SqFt

Status Active

MLS # 6758594

Property Type Single Family Residence

Price Type --

Welcome to this privately gated modern luxury estate, set on 1+ acres in the heart of Paradise Valley. Designed for the discerning buyer, this residence offers expansive ceilings & abundance of natural light throughout. Featuring a 30'+ pocket door for true indoor/outdoor living open to the huge covered patio. Wide open floor plan leads to a secluded primary retreat with a private office, steps from sparkling pool & spa. An entertainer's dream, the home boasts an impressive kitchen with a separate prep kitchen, plus an outdoor kitchen & bar for alfresco dining. Spacious ensuite guest bedrooms, large upstairs great room/game room area, a private theatre, a separate guesthouse with garage, pool house, workout room & multi-sport court offering tennis, pickleball & full court basketball.

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6809 E Doubletree Ranch Road Paradise Valley, AZ 85253

$7,645,000

6 Beds

6.5 Baths

7,424 SqFt

Status Active

MLS # 6777658

Property Type Single Family Residence

Price Type --

Introducing a residence which combines the beauty of mediterranean design with the elegance of transitional styling. Total remodel just completed at huge expense featuring the finest finishes, fixtures and craftsmanship available. The home is accessed by a large inner courtyard and immense double front doors lead you into a home of immense quality. The dramatic juxtaposition of modern and traditional is evident with carved stone fireplaces and exposed beam ceilings sitting on new hardwood and tile floors. Featuring formal and casual spaces the heart of the home is a bright open plan living room, dining and stunning sleek gourmet kitchen. The exceptional primary bedroom boasts unique venetian plaster walls along dual bathrooms and closets. The main home includes 4 additional bedroom suites all with bathrooms and one currently used as an office. The rear yard offers outdoor cooking, dining and relaxing around the classic swimming pool and spa. The residence is complete with a spacious guest house beside the pool. Updated without compromise, this home delivers a luxurious lifestyle.

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11155 E Honda Bow Road Scottsdale, AZ 85262

$7,600,000

5 Beds

6.5 Baths

7,527 SqFt

Status Active

MLS # 6779792

Property Type Single Family Residence

Price Type --

Experience unparalleled luxury with this extraordinary property—a masterpiece of worldly design and artistry. Nestled at the top of an elevated panoramic site in The Reserve at Apache Peak, this home is a true showpiece crafted by elite artisans, master craftsmen, and expert metal forgers. Sprawling over an expansive 7,500 square feet of living space every detail is a work of art, from the hand-carved wood, custom tile and stonework, and intricate mosaic art to forged metal accents, sparkling crystal chandeliers, and unique hand-painted murals. Stunning Venetian plaster walls, bespoke ceiling treatments with custom lighting, and whimsical touches create an elegant yet inviting Alcazar-inspired haven. Breathtaking vistas surround you from every corner of the property, while a thoughtful split floor plan offers privacy and comfort. The luxurious primary suite lies on one side, with two guest suites on the other, each designed with exceptional care. A separate guest house includes two additional ensuite bedrooms, a cozy den, a well-appointed kitchen, and a private patio, accessible by elevator from the garage or via a garden path. For leisure and entertainment, indulge in the billiards room with a wet bar or unwind by the tranquil fountain in the gated courtyard. A grand theater, complete with velvet curtains, surround sound, and oversized seating for eight, brings cinematic experiences to life. An elegant office nearby provides a quiet space for business needs. The formal living and dining areas invite relaxation with breathtaking views, a sunken wet bar, and a hand-carved Cantera stone fireplace. Step outside to the expansive patio, where you can enjoy alfresco dining, a heated pool, spa, and a soothing rock water feature. As evening falls, a softly illuminated desert path guides you to a secluded vantage point perfect for stargazing over the mountains and city lights as well as an in-ground fire feature with ample seating. Exclusive membership is available to the Desert Mountain Club and enhances the allure of this one-of-a-kind residence. Discover the ultimate blend of artistry, comfort, and mesmerizing scenery in a home that truly has it all.

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7678 E Whisper Rock Trail Scottsdale, AZ 85266

$7,595,000

4 Beds

4.5 Baths

6,094 SqFt

Status Active

MLS # 6781913

Property Type Single Family Residence

Price Type --

Newly completed custom home sited on over 1.5 acres in Whisper Rock Estates * Exquisite execution by the dream team of Salcito Custom Homes and PHX Architecture * Mediterranean modern design with 4 bedrooms, 4.5 bathrooms, office, exercise room and a 4-car garage * This single-level home offers an open, great room floor plan with seamless indoor/outdoor living connected by a vanishing wall of glass * Enjoy panoramic views of Black Mountain from the heated outdoor living room * Finish details include wood plank flooring, marble and quartzite counter surfaces, custom cabinetry, custom wine wall, 5 fireplaces and custom lighting and plumbing fixtures * The outdoor living area includes a heated pool and spa, fire pit, covered living room with fireplace and built-in heaters, and an outdoor kitchen with a built-in barbecue and pizza oven * A gated, paver driveway and motor court completes the residence *

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6040 E Lafayette Boulevard Scottsdale, AZ 85251

$7,500,000

5 Beds

5.5 Baths

5,949 SqFt

Status Active

MLS # 6778082

Property Type Single Family Residence

Price Type --

Custom Arcadia Proper new build sitting on a north facing corner lot with stunning Camelback mountain views. No expense was spared on this high end, fully furnished estate designed by Evon Fig Interiors. A Fig House Project Built to perfection with rich colors, earthy marbles, Roman clay walls, Waterstone plumbing, Kelly Wearstler wallpaper, and elusive finishes not even found in 20 million-dollar homes. Greeted with high ceilings, French oak flooring, and large windows and sliding doors to provide natural lighting in the formal dining, great room with gas fireplace, and kitchen. Wolf and Sub-Zero appliances included in the chef's kitchen with Calacatta marble, rift sewn oak cabinets, Shaw sinks and catering kitchen/pantry with beverage drawers, built-in coffee maker, microwave, and dishwasher. Primary suite includes custom marble fireplace mantle, dual closets, sinks, and enclosed toilets, concrete tub, and oversized walk-in shower. Entertain family and friends in the backyard's pool and spa with attached pool bungalow, built-in BBQ station, and private mountain views and artificial turf. Additional home features include Control4 Smart Home to control lighting, pool, and landscaping, dog run and doggy door, 3-car garage with EV charger, office/den, and 4 additional ensuite bedrooms with walk-in closets. Walk or bike on the canal or drive minutes to reach Phoenix's top resorts, golf, hiking, dining, and shopping.

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42820 N Fleming Springs Road Cave Creek, AZ 85331

$7,500,000

6 Beds

7 Baths

10,159 SqFt

Status Active

MLS # 6771775

Property Type Single Family Residence

Price Type --

Magnificent private 54 acre retreat surrounded by thousands of dazzling saguaros. This iconic European Masterpiece sports top of the mountain breathtaking views provides peace & tranquility. Orchards, florals cascade off stone pillars with verdigris lanterns & exquisite stone detail mixed with timeless architecture nestled among beautiful grounds, resort style diving pool, water fall and slide. Once inside be charmed by the 100 year old barn wood floors, curvilinear walls encased in glass, an Italian inspired kitchen w/everything needed to entertain mightily... Multiple dining areas offer numerous options to all in residence. Generous master suite with private balcony, guest wing has 3 ensuites plus well-appointed main floor study. Take the elevator to lower lever which showcases multiple rooms plus game room, wine cellar, private theater and fitness studio. The paved nature trail is perfect for meditation and inspiration. Unique potential w/access to two 10 acre parcels. Fully fenced backyard with romantic stone walkways that meander throughout the property. This home is being sold with lot parcel 202-18-013-C and lot parcel 202-18-013-D included in the purchase price.

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19920 W Verde Hills Drive Wickenburg, AZ 85390

$7,500,000

3 Beds

3.5 Baths

5,339 SqFt

Status Active

MLS # 6527404

Property Type Single Family Residence

Price Type --

Wickenburg's Premier Equestrian Estate on over 100 Acres of lush high Sonoran Desert with Views in all directions. A magnificent custom designed (by Bill Otwell) and built (by Joe Culhane) Main Residence w/Five Patio's and Extensive Landscaping including s custom built Rock Driveway. Custom designed & built detached Garage w/RV Bay. Guest Home, Horse Facilities.

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15 Biltmore Estates Drive Phoenix, AZ 85016

$7,500,000

7 Beds

10 Baths

13,366 SqFt

Status Active

MLS # 6636402

Property Type Single Family Residence

Price Type --

This world-class 1-Owner residence at the Arizona Biltmore Estates was designed by Vernon Swaback, Architect/apprentice to Frank Lloyd Wright and is located on a 1.67 AC view lot on the Estates Course/formerly Adobe. The majestic and timeless home on its resort-like grounds features an extraordinary 2,100+ SF Great Room, recessed wet bar, Kitchen created for event catering, custom limestone columns and surfaces, copper details throughout, 2-powder rooms, Brazilian hand-scraped cherry floors, exceptional millwork, an outstanding Master Suite & spa room, wonderful study, workout room, tv/game. Meticulously built of metal stud walls, steel, topped with a distinctive copper roof and includes a live-in/nanny wing. Main house / 12,503 SF, Guest house / 863 SF or Total living area of 13,366 SF.

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