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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6044 E Calle Del Paisano -- Scottsdale, AZ 85251

$4,995,000

5 Beds

5 Baths

5,235 SqFt

Status Active

MLS # 6721789

Property Type Single Family Residence

Price Type --

This quintessential Arcadia residence is located on a quiet, cul-de-sac street with no through traffic and offers the ideal lifestyle in a highly desirable neighborhood. Newly constructed in 2023 by Bolte Homes and ticking all the boxes, from the moment you enter the charming front courtyard you know something special lies ahead. The layout is ideal with a total 5235 sq ft. 3484 sq ft on the main level, which features a stunning great room, gourmet kitchen with butlers pantry, spacious primary suite and separate wellness room. The 1751 sq ft basement features two bedrooms, one and half baths, game room, wet bar and theatre room. The backyard and outdoor space is a dream and features a sparkling pool with swim up bar, spa and huge covered ramada with grill with lounge seating. Simply put, you'll never want to leave. Thoughtful design, attention to detail and custom finishes throughout. With gorgeous views of Camelback Mountain to top it off - this incredible home has it all.

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6271 E Horseshoe Road Paradise Valley, AZ 85253

$4,990,000

4 Beds

5 Baths

5,134 SqFt

Status Active

MLS # 6756810

Property Type Single Family Residence

Price Type --

Fully furnished golf course modern with soaring ceilings and Mummy Mountain views! Newly remodeled kitchen, flooring, bedrooms, and bathrooms. Entertainers dream with new heated pool/spa and outdoor BBQ area. Located on Camelback Country Clubs Ambiante Golf course, beautiful flowers surround sidewalks and jogging/ biking paths. In the A+ rated CCC school district and moments from central Scottsdale's shops, restaurants and grocery stores. Split floorplan of primary suite with his and hers bathrooms and closets and generous bedroom on one side, office/den and two additional ensuites on the other. Large formal living and second entertaining space off of the kitchen. No interior steps and immaculacy furnished in Restoration Hardware.

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24892 N 107th Street Scottsdale, AZ 85255

Open House

$4,987,000

4 Beds

4.5 Baths

4,502 SqFt

Status Active

MLS # 6745561

Property Type Single Family Residence

Price Type --

Luxury Custom New Construction, Move-in-Ready! Welcome to the Artesano Custom Estate, an exquisite masterpiece of architectural design and luxurious living. This home sets the standard for elegance and sophistication. Nestled in the prestigious neighborhood of Artesano at Troon Canyon, this property offers unparalleled craftsmanship and attention to detail, creating an extraordinary living experience for the most discerning homeowner. Featured in Architectural Digest, Landmark Luxury Group, a distinguished Chicago & Scottsdale-based build, architectural, and design firm, bring experience, design range, and excellence for the things both seen and unseen in new construction. This luxury home also boasts state-of-the-art smart home technology, Sub-Zero and Wolf appliances

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9626 E Aw Tillinghast Road Scottsdale, AZ 85262

$4,980,000

6 Beds

8 Baths

6,130 SqFt

Status Active

MLS # 6780388

Property Type Single Family Residence

Price Type --

This one-of-a-kind custom estate, perched high in the Desert Mountain, boasts breathtaking 360-degree panoramic views. Designed Ron Brissette and spanning 4.5 acres, this luxurious 6,130 sq. ft. home offers six bedrooms, six full bathrooms, and two half-baths, providing an abundance of space for ultimate comfort. Step through the glass front door into a grand great room with floor-to-ceiling windows and doors, showcasing a stunning copper-accented fireplace, a wet bar, and an elegant dining area. Every detail has been carefully upgraded, including a gourmet kitchen equipped with top-tier stainless steel appliances, custom cabinetry, a large island, and multiple fireplaces throughout. The expansive living spaces are designed for both entertainment and relaxation, while the retreat-style primary suite features a spacious walk-in closet with built-ins and a private office. The oversized three-car garage includes ample storage and epoxy floors, rounding out the home's luxury features. The split bedroom floor plan provides privacy for guests, with five additional en-suite guest rooms, each offering walk-in closets. Outdoors, the resort-style backyard is a true oasis, complete with a negative-edge pool, a large spa, a fire pit, multiple seating areas, a built-in BBQ, a pizza oven, and endless mountain views. Other notable upgrades include two recently replaced HVAC units, a new tankless water heater, a redone roof, electric shades in the great room, primary suite, and guest rooms, Duravit commodes, central vacuum system, custom concrete floors, and more. This estate redefines luxury mountain living.

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10162 E Sundance Trl 227 --, Scottsdale

$4,975,000

5 Beds

5.5 Baths

5,830 SqFt

Status Active

MLS # 6653002

Property Type Single Family Residence

Price Type --

This Brand New Home Exudes Elevated Elegance & Craftmanship in the Village of Sunrise on the 3rd hole of the Renegade course, offering panoramic mountain views, sunset views, city lights and golf course views. Quiet interior location on 1 acre. Cart path for this hole is located on the other side of the fairway offering additional privacy. A perfect mixture of traditional architecture with contemporary finishes. 4 car garages, large covered view deck, large entry courtyard, custom ceiling treatments t\o, spacious primary bedroom, w/luxurious bath & expansive primary closet. High end gourmet kitchen made for entertaining, wine room. Golf Membership is not included with purchase of home.

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6841 N 58th Place Paradise Valley, AZ 85253

$4,975,000

4 Beds

3 Baths

4,786 SqFt

Status Active

MLS # 6758290

Property Type Single Family Residence

Price Type --

This breathtaking 1.26-acre, NON-HILLSIDE LOT in Paradise Valley is located on the south slope of Mummy Mountain, offering panoramic views of Camelback Mountain, Mummy Mountain, downtown Phoenix, and the East Valley including Four Peaks. The existing 4,759 sq. ft. contemporary home features 4 bedrooms and 3 bathrooms, with potential for expansion to include a car collector's garage or guest quarters.

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5000 N Camelback Ridge Road Unit 109 Scottsdale, AZ 85251

$4,950,000

3 Beds

3.5 Baths

3,867 SqFt

Status Active

MLS # 6659586

Property Type Apartment

Price Type --

You do not need to wait two years! This is a rare opportunity to own a first floor (walk out patio) home in Ascent at the Phoenician and BE IN BY FALL OF 2024! Unit 109 offers a generous 3867 square foot open concept floor plan with numerous upgrades, including Bulthaup Kitchen and Smart Home technology. Three bedrooms, four bathrooms and corner, very private location.

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10308 E Filaree Lane Scottsdale, AZ 85262

$4,950,000

4 Beds

4.5 Baths

5,235 SqFt

Status Active

MLS # 6723851

Property Type Single Family Residence

Price Type --

FULL Golf Membership available. Nestled on a serene private cul-de-sac, this brand new Black Stone / Graffin Design home epitomizes modern luxury and timeless elegance. Spanning 4,735 square feet, this residence features 4 bedrooms + office and 4 ½ bathrooms, meticulously crafted with attention to detail. The design offers a seamless blend of architectural sophistication and contemporary comfort. The open floor plan showcases a gourmet kitchen equipped with top-of-the-line appliances, quartz countertops, a scullery room and custom cabinetry, making it a dream for culinary enthusiasts and perfect for entertaining. Expansive living spaces boast high ceilings, abundant natural light, and a cozy fireplace, creating an inviting and warm atmosphere. The primary suite serves as a tranquil retreat, complete with a spa-like ensuite bathroom, while additional bedrooms provide comfort and privacy for family and guests. Outside, the landscaped grounds offer a private oasis featuring a covered patio, ideal for outdoor dining and enjoying incredible sunset views. Available with this property also includes a FULL golf membership upon membership approval with DMMA. An exclusive opportunity awaits the new buyer to enjoy the comfort of a newly remodeled 3-bedroom home situated just one mile away. During the construction of their new home, they will have the privilege of residing in this home rent-free. Additionally, the property is available without the golf membership, offering flexibility to suit your lifestyle preferences.

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6045 E Cholla Lane Paradise Valley, AZ 85253

$4,950,000

5 Beds

3 Baths

3,402 SqFt

Status Active

MLS # 6759835

Property Type Single Family Residence

Price Type --

This Mid-Century Modern is truly a one of kind work of art situated on Camelback Mountain. Escape into the peace and tranquility of a home built to be a part of the Mountain with your own personal botanical garden and views from Camelback to Four Peaks. Awake each morning to spectacular sunrises and watch the desert come alive every day. In the evening retreat into your private backyard looking up at Camelback Mountain. This jewel box was built to optimize the views from every room and create a true retreat in the heart of Paradise Valley. Walk to world class resorts, restaurants, hike on the Cholla Trail, or relax into your spa and take in the views. This understated luxury home embodies what it is to live on the Iconic Camelback in the Arizona desert

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9940 E Aleka Way Scottsdale, AZ 85262

$4,950,000

4 Beds

4.5 Baths

4,802 SqFt

Status Active

MLS # 6786804

Property Type Single Family Residence

Price Type --

Discover refined luxury in this newly completed, never-occupied 4,802 sq. ft., modern estate in the exclusive Mirabel golf community. Built by MDF Development and architect Matt Thomas, this distinct single-level home offers 4 bedrooms, 4.5 bathrooms, and a den or office. Expansive glass doors blend indoor and outdoor living, with stunning desert and expansive mountain views. The gourmet kitchen features top-tier appliances and a spacious island. Enjoy a private heated pool, spa, and covered patio with outdoor kitchen. Located on a quiet cul-de-sac with other similar, newly constructed homes and the convenience of an immediate coveted golf club membership available. Experience the vibrant North Scottsdale lifestyle, with fine dining, shopping, and outdoor recreation just moments away.

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11432 E Apache Vistas Drive Scottsdale, AZ 85262

$4,950,000

4 Beds

4.5 Baths

4,559 SqFt

Status Active Under Contract

MLS # 6781180

Property Type Single Family Residence

Price Type --

This Platinum built masterpiece on perhaps the best golf course lot in Desert Mountain offers mountain, sunset, city light & golf course water views with a full golf membership. The modern transitional design combines luxury & craftsmanship showcasing every detail which has been thoughtfully customized to evoke a sense of warmth and style. The well-appointed kitchen features Wolf & Subzero appliances including 4 ovens and a convection steam oven. The butler's pantry leads to the generous walk-in pantry and formal dining room. The great room boasts soaring ceilings & spectacular vistas that beckon you to the expansive patios & outdoor living spaces with a heated negative edge pool, spa, multiple fire features and an outdoor kitchen complementing the 15th green and pond on the Apache Course

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7311 E Arroyo Hondo Road Scottsdale, AZ 85266

$4,950,000

5 Beds

9 Baths

9,095 SqFt

Status Active

MLS # 6777133

Property Type Single Family Residence

Price Type --

Every detail speaks of intentional design. With a 2 bed casita. This extraordinary estate begins with impeccable site selection, Massive boulders and amazing views of the golf course flows into the home with architecturally refined fl plans, & culminates in the finest interior design finishes. Situated near the Guard Gate and the Club House and surrounded by breathtaking views of distant mountains, seven prominent boulders, and the iconic #1 Signature Fairway, this property offers an unparalleled lifestyle. The lot's unique positioning ensures uninterrupted privacy and preserved views, with neighboring building envelopes thoughtfully designed to protect this seclusion. Among the priceless finishes are rare limestone and reclaimed wood flooring, bespoke ironwork, and intricate corbeled The chef's kitchen is a work of art, centered around the rare LaCornue range with dual ovens, hand-crafted by artisans outside Paris, France. About the Boulders Community: Residents come from across the nation and around the globe, drawn by the unmatched blend of world-class golf, resort amenities, and vibrant social life. Nestled among striking rock formations, towering saguaro cacti, and majestic mountains, the Boulders community is beloved for its down-to-earth, welcoming spirit. Warm, supportive, and genuinely passionate, this is more than just a place to liveit's a way of life like nowhere else.

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