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

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.

20524 E Pecan Lane Queen Creek, AZ 85142

$12,000,000
11 Beds
12 Baths
13,777 SqFt
Status Active
MLS # 6710259
Property Type Single Family Residence
Price Type --
Welcome To The Pecans, Queen Creek Arizona's exclusive Gated Community Situated in the Heart of Queen Creek. This luxurious custom built home offers 11-bedrooms, 12-bathrooms, including a Guest House, Basement with Au Pair Living Quarters and a 5 Car Garage. Marvel at its grandeur with soaring ceilings up to 32 feet high and unique architectural details including dome, coffered, and vaulted ceilings. Discover custom stair railings, exposed hardwood beams, and dual pane windows and doors throughout. Enjoy upgraded trim moldings, hardwood and travertine floors, and marble accents. The gourmet kitchen boasts commercial-grade appliances, custom hardwood cabinetry, and granite countertops and a prep kitchen. Upstairs is split into two wings for private living. Relax in the lavish primary suite with an oversized walk-in shower, his and her commodes, dry sauna and soaking bathtub. This home is packed with premium features! Enjoy sleek countertops, stylish undermount sinks, and a cozy stone fireplace. Designer light fixtures and ceiling fans add charm, while high-quality plumbing fixtures and hardware provide functionality. Stay comfortable with motorized sunshades and a surround sound system. Feel secure with a comprehensive security system and surveillance. The home is equipped with soft water and spray foam insulation for efficiency. Multiple laundry and kitchen areas offer convenience. Plus, there's a luxurious oversized shower and bathtub, upgraded glass surrounds, and mosaic floors. Stay cool with multiple air-conditioning zones and energy-efficient units. Don't miss out on this ONE of a KIND exceptional home!

6200 E Quartz Mountain Road Paradise Valley, AZ 85253

$11,999,888
4 Beds
5.5 Baths
6,805 SqFt
Status Active
MLS # 6674881
Property Type Single Family Residence
Price Type --
Award winning - Builder, TeMac, & Architect, Candelaria Design - team for an epic Mountainside Retreat. This stately, single-level estate, offers all of the modern day amenities, & the peaceful getaway you need & deserve, with miles of view corridors over the Sonoran desert; all the while only minutes from world-class: shopping, entertainment & fine dining. The estate, perched on Mummy Mountain, on over an acre of flat land, boasts its own wellness center for relaxation, zen garden atrium, a spacious primary wing with two huge closets, spa like bathroom, sitting area, and massive doors and windows for scenic enjoyment. The indoor outdoor living is abundant with a true resort infinity edge pool, massive kitchen, game room, gym, 3 additional en-suites, an office, and 4 garages.

42515 N 102nd Street Scottsdale, AZ 85262

$11,995,000 - 4Br/5Ba -  for Sale in Desert Mountain, Scottsdale
New
$11,995,000
4 Beds
4.5 Baths
6,323 SqFt
Status Active
MLS # 6750914
Property Type Single Family Residence
Price Type --
Sited in Desert Mountain's prestigious Saguaro Forest this 1st time on the market 2020 custom home comes with furnishings and a golf membership. This stunning single level soft contemporary masterpiece was designed by Architect Shelby Wilson and built by Manship Homes. The interior (Elizabeth Rosensteel) and exterior (CF Design) are intertwined creating organic modern elegance. This perfectly situated 2.49-acre home sits above Desert Mountains highest clubhouse and its 18th hole. Perched above the rooftops it's unobstructed vista showcases eastern sunrises to western sunsets with city lights in between. The beauty of this property elicits the same statement over and over again...''Wow this is the best view in Desert Mountain''. Step inside and your eye is immediately drawn through the interior courtyard to the jaw dropping 83' negative edge lap/play pool which seamlessly merges into the horizon. This indoor/outdoor sanctuary represents the pinnacle of carefully curated contemporary design (outstanding balance/flow, natural light, generous space and privacy). The premier location is enhanced with walkability to the Chiricahua Clubhouse and Constantino/Angelos's restaurants. Make this your home and drop yourself into instant paradise.

41851 N 112th Place Scottsdale, AZ 85262

$11,995,000
6 Beds
5.5 Baths
6,963 SqFt
Status Active
MLS # 6675780
Property Type Single Family Residence
Price Type --
Welcome to your new serene abode in Desert Mountain's prestigious Village of Apache Peak, perched high over the valley taking in twinkling city lights, picturesque sunsets, and sweeping mountain vistas. This home is the complete package - being sold with a FULL GOLF MEMBERSHIP (buyer to pay initiation fee), and furnishings included in the price. This home was completely remodeled in 2022 by Gemini Builders and award-winning designers, JFS Design. Upon entry to the property, you'll downshift from your day into a home thoughtfully designed to support a peaceful lifestyle. From the gentle hum of the hand chiseled stone driveway, to soft earth tones and natural stone finishes, and to the delicate blend of curved and modern walls-all thoughtfully chosen finishes to lower your heart rate. All on one level, this home features six bedrooms, five and a half bathrooms, and was designed for entertaining with almost 7,000sf of indoor, 7,250sf of outdoor oasis, a large chef's kitchen, breakfast nook, oversized 2nd catering kitchen, theater room, detached guest house, spacious 4-car garage, and an expansive patio space rare to find on a 1.3-acre mountainside lot. The main kitchen captures your attention with a White Oak statement ceiling with underlit lighting, two-tone cabinetry, and features top of the line finishes and appliances including Wolf and Sub Zero, Paonazzo marble countertops, Silestone granite composite sinks, a breakfast nook with beverage bar with Wolf espresso machine, Sub Zero beverage and wine fridge, and ice maker. Luxurious cabinetry throughout the home is all hand wired brushed Rift Oak, imported from Canada. The flooring is equally as beautiful with a custom stain on imported European French Oak with Quartzite accents blending seamlessly throughout the home. A focal point seen from the kitchen is the elegant 1,000+ bottle temperature controlled wine room/humidor, walled by three sides of glass which separates the breakfast nook with the living room. Featured lighting throughout the home is inspired by the home's starry sky views, suspended and hung from aircraft cables for an elegant and soft industrial feel. The oversized prep kitchen also features Wolf, Sub Zero, and Cove appliances, as well as an additional laundry area for easy cleanup. The formal dining room off the kitchen features 90-degree retractable walls of glass for a true indoor outdoor dining experience with picturesque views back to Apache Peak. Flooring in the dining room is Marble with petrified tree roots and amber sap pockets in a bookmatched theme providing depth and interest to the discerning eye. Rich and automated Belgian drapery is found throughout the home blending the rooms seamlessly with each a retractable wall of glass. Enter the primary wing where it's a haven for rest and relaxation, inspired by some of the world's most luxurious hotels. European White Oak ceilings with Belgian drapery and a Totora Italian marble fireplace with a morning coffee bar completes this sanctuary. Enjoy sunset views from the primary suite with outdoor pool access. The primary bath is spa inspired with a soaking tub, his and hers vanities, and a commercial grade dual steam shower with bench, underlit lighting and walls of Turkish Stone. His and hers primary closets are both show stoppers of their own. Her closet features a Barney's NYC iconic spiral staircase leading to the second story champagne viewing deck. A Ted Baker shopping experience describes his closet with dark finishes, sleek lines, and walled by glass on both sides. True designer closets for your designer belongings with no details spared. All guest bedrooms in the home have convenient access to the outdoors. Enjoy mesmerizing views from the detached guest casita with kitchenette, full bath, bedroom and living space. This could alternate as a stunning office or yoga / meditation room. Built with a timeless design, this home's new owner is one with an eye for detail and appreciates an environment that reflects a discerning eye. Options to make personalized adjustments on the home are available with the builder. Whole home automation with Control 4. This home is centrally located within Desert Mountain, offering the ideal lifestyle with proximity to the Sonoran Fitness Club, 7 clubhouses each with their own dining options, 7 golf courses, and 20 miles of hiking trails. Quick gate access facilitates trips into town for shopping, additional dining, other outdoor adventures or airport access. Live the flawless desert dream in this magnificently property. Golf membership available to be purchased with this property.

5939 E Quartz Mountain Road Paradise Valley, AZ 85253

$11,800,000
5 Beds
8 Baths
8,320 SqFt
Status Active
MLS # 6702883
Property Type Single Family Residence
Price Type --
Modern Mediterranean architecture w/ spectacular city light & mountain views! Serenely & intimately perched on the prestigious north slope of Mummy Mtn, the 5600 sf main house was recently completed w/ the best construction methods including 15'' thick steel & concrete walls, floor to ceiling walls of glass supported by steel I-beams & interior wall insulation. Design finishes include stone floors, wood beams, quarried stone accents, a reclaimed trough sink, marble & quartz slabs at the kitchen & baths, home automation wiring & high-end lighting throughout. The floorplan is ideal for empty-nesters or seasonal owners w/ an updated full guest casita below the main house...perfect for a visiting family or caregiver. The abundant mature landscaping is as captivating as the incredible view!

6135 N 51st Place Paradise Valley, AZ 85253

$11,799,000
7 Beds
7.5 Baths
6,929 SqFt
Status Active
MLS # 6678249
Property Type Single Family Residence
Price Type --
Currently under construction for a March 2025 completion date is a sophisticated architectural gem by world renowned interior designer Erinn V, in collaboration with PHX Architecture. This spectacular, one-of-a-kind property sits in one of the most desirable areas of Paradise Valley boasting majestic views of Camelback, Mummy and Phoenix Mountain Preserve. Tall ceilings, walls of glass with charm and character depicting an architecture contemporary design with a mid-century influence. This is not your typical plain white box new-build. The original residence was an architecturally noteworthy home, designed by William Cartmell as his private residence in 1964. With respect to the historical significance and design, meticulous thought has been taken to rebuild and capture the core essence of the original character and architecture, making it a truly unique property. Features of the property include design and finishes with quality and substance for a discerning eye. Materials include limestone slab walls, white oak floors, wood ceilings, walnut millwork throughout, Kallista plumbing fixtures and Baldwin hardware. The gated property will also include a gated front courtyard, heated pool and spa, outdoor fireplace and two built-in BBQs. Main house will be 4965 square feet with 4 bedrooms, 4.5 baths, private office and 4-car garage with windows showcasing mountain views. The great room with stunning walls of glass overlooking Camelback Mountain will be open to the formal dining room and adjacent den with tranquil garden and pool views. The Chef's kitchen with luxury appliances will have large sliding glass doors opening the kitchen to a garden with majestic Camelback views. The Owner's suite w/fireplace will feature a Zen Garden plus private garden for added relaxation, 2 walk-in closets and a 2nd laundry room. The impressive 1964 square foot Guest House will have 3 bedrooms, 3.5 bath baths, laundry room, full kitchen, great room and outdoor BBQ adjacent to the pool/spa. Perfect for entertaining and family guests. More about the designer: Erinn Valencich is an award-winning interior designer and real estate developer. Her firm, Erinn V Design Group has designed luxury residential and hospitality projects around the country for over 20 years. The granddaughter of a contractor-turned-fine-cabinetmaker and daughter of an architect who studied directly with Frank Lloyd Wright, she has a passion for transforming the average into the extraordinary. Erinn's luxury properties are regularly featured in Forbes, Architectural Digest, Elle Decor, New York Times and many more. Her portfolio boasts luxury residential projects from New York to Napa, ocean front villas in Mexico, to Las Vegas hotels and chic Los Angeles restaurants and record-breaking estates from the Sunset Strip to Montecito and beyond.

7436 E Continental Mountain Drive Cave Creek, AZ 85331

$11,000,000
5 Beds
6 Baths
7,934 SqFt
Status Active
MLS # 6652945
Property Type Single Family Residence
Price Type --
The Mustang residence is nestled on 4.7 acres with breathtaking 360-degree mountain views. Facing southwest, this residence perfectly captures the tranquil surroundings, offering a seamless blend of indoor-outdoor living on a single-level split floorplan. The warm and organic material palette, features stone, wood, steel, and glass. The heart of the home unfolds as you step inside, revealing an open living, kitchen, and dining space. This central hub is designed for both relaxation and entertainment, with the flexibility to open the floor-to-ceiling pocket doors during the season. The outdoors is an entertainer's dream, boasting an infinity pool that seemingly merges with the horizon, set against a backdrop of majestic mountains. Descend from the deck to enjoy an outdoor lounge centered around a fire pit creating the ideal setting for relaxed social gatherings. The rooftop, immersed in the saguaro forest, invites you to experience everyday magic during the golden hour or revel in solitude under the stars. In this home, every detail has been meticulously crafted to provide a sophisticated and harmonious living experience. Welcome to Continental Mountain Estates, where modern luxury meets the Old West.

6638 N 66th Place Paradise Valley, AZ 85253

$11,000,000 - 6Br/7Ba -  for Sale in Judson, Paradise Valley
New
$11,000,000
6 Beds
6.5 Baths
10,071 SqFt
Status Active
MLS # 6749099
Property Type Single Family Residence
Price Type --
Discover an exclusive opportunity to own a prestigious estate in the highly sought-after Judson Estates of Paradise Valley. Set on a sprawling 1.5-acre lot, this magnificent property offers breathtaking mountain views and an expansive living space exceeding 11,000 square feet, which includes a private guest casita and a separate guest house. Upon arrival, be greeted by a grand circular driveway, meticulously landscaped to perfection. Enter through the impressive front doors to be welcomed by stunning vistas of the resort-style backyard and pool. The covered patio, designed for exceptional entertaining, features an outdoor kitchen, extensive covered seating areas, and serene fountains that enhance the tranquil ambiance. The gourmet kitchen is an entertainer's dream, while the elegant dining room, complete with a private bar and wine cellar, exudes sophistication. The living room features another bar and seamlessly opens with a wall to wall pocket door to the resort-style backyard, creating a perfect blend of indoor and outdoor living. The luxurious primary suite boasts a thoughtfully designed split floor plan, two opulent closets, a private workout room or sitting area, extra storage, and exclusive patios. Guests will enjoy their stay in the private attached casita, which boasts a spacious living area and a full kitchen. For added privacy, the separate guest house offers additional luxurious accommodations apart from the main home. An oversized five-car garage, complete with a spacious recreation room, provides ample additional space. Indulge in the epitome of luxury living with this exquisite estate in Judson Estates.

8185 E Alameda Road Scottsdale, AZ 85255

$11,000,000
5 Beds
11 Baths
5,950 SqFt
Status Active
MLS # 6593970
Property Type Single Family Residence
Price Type --
Boasting nearly 10 acres of land, this gated estate includes a stunning Spanish-style main house, a full equestrian facility, an entertainment pavilion with attached theater, 2 standalone casitas, 2 staff apartments & a 1200 sqft multi-use building. The 5,950 sqft main home was renovated in 2021. Vaulted, wood beamed ceilings, engineered hardwood floors & statement luxury light fixtures through-out the home. The primary suite presents a seating area, balcony & spa worthy ensuite. The backyard has an outdoor kitchen, a heated pool, spa & putting green. The 5,000-SF, entertainment pavilion has a game room, full bar, kitchen, gym, yoga studio & 3rd-level deck with 360º mountain and city views. The equestrian facility encompasses 15 stalls, 2 arenas, 3 turnouts & 2 RV parking.

41521 N 75th Place Cave Creek, AZ 85331

$10,500,000 - 4Br/5Ba -  for Sale in Continental Mountain Estates, Cave Creek
New
$10,500,000
4 Beds
5 Baths
7,250 SqFt
Status Active
MLS # 6753754
Property Type Single Family Residence
Price Type --
The Six Shooter residence seamlessly floats in harmony with the natural landscape through carefully selected rustic materials, such as rubble stone, concrete and raw steel. Perched high on the gentle hillside, this home offers panoramic views and ultimate privacy amidst ancient saguaros. The lower 7-car show garage not only serves as a focal point, but elevates the home even higher, transcending the hillside for commanding views. The great room is an open-concept space that seamlessly connects the front terraces with mountain vistas unfolding before you. The private primary suite, strategically hovering above the desert, offers utmost seclusion and astonishing views. The guest wing and lounge open up to the pool and terrace area, creating an oasis for relaxation and social gatherings.

8302 N Mockingbird Lane Paradise Valley, AZ 85253

$10,500,000
6 Beds
7 Baths
8,151 SqFt
Status Active
MLS # 6632749
Property Type Single Family Residence
Price Type --
This brand new desert contemporary home is brought by luxury developer Aspen Dev Co and checks all the boxes! The 8,151SF home includes 6 en-suite bedrooms including a separate 1bd room apartment, office, media/theatre room, guest den (or kids playroom), mudroom, exercise room with infrared sauna, open concept kitchen/living/dining area including linear fireplace, laundry room with dry-cleaning/steamer appliance and agitating sink. Appliances are Sub-Z and Wolf and a large separate pantry has an additional dishwasher, fridge/freezer, and tons of storage space. The 4 car garage includes electric vehicle hook-up and a dog wash station. Solar panel compatibility is available for future. The breathtaking interior courtyard floods the entire home with natural light. Equally well planned is the outdoor entertaining areas with a large pool (with automatic cover), spa, outdoor shower, sunken fit pit with seating, outdoor kitchen with 42 Wolf grill and Green Egg and inviting dining areas. Full tennis court with pickle ball markings, as well. No detail has been overlooked or left out! Come see this light-filled contemporary home!

7305 E Royal Palm Road Scottsdale, AZ 85258

$10,495,000 - 5Br/5Ba -  for Sale in Santo Tomas Scottsdale 4, Scottsdale
New
$10,495,000
5 Beds
5 Baths
7,907 SqFt
Status Active
MLS # 6751861
Property Type Single Family Residence
Price Type --
This exquisite Santa Barbara-style estate, nestled in the prestigious Paradise Valley Farms community of Scottsdale, redefines luxury living with its seamless blend of historic charm and modern amenities. Fully remodeled in 2017, the architectural design and enhancements were guided by Jeff Doubet, a renowned expert in authentic Santa Barbara-style architecture. The result is this 7,907 sq/ft masterpiece, set on an acre of land, embodying timeless elegance and meticulous craftsmanship. Boasting 5 bedrooms, 4 full bathrooms, 2 powder rooms, an office, and a game room, this home combines the allure of classic design, with the finest modern finishes and gives any family ultimate flexibility in how the home is utilized. Upon entering, you'll be greeted by a soaring foyer that leads to an open-concept living space. With solid wood flooring crafted from a historic Gin Mill dating back to the late 1800s. As you step into the family room you will be greeted by reclaimed wood beams from a barn in Quebec, Canada, along with an antique Limestone Fireplace surround. Culinary enthusiasts will adore the gourmet kitchen enriched with custom Desert Cove Cabinetry and equipped with top-of-the-line appliances including two Asko dishwashers, Scotsman nugget ice maker, 60 Wolf gas range with double griddle and electric double ovens, a Wolf steam oven, Wolf microwave, and a Miele built-in coffee maker with its own water fill. The centerpiece is an expansive marble island over 9 feet long, featuring maximum storage capacity and custom pull-out shelving inside cabinets. Additional features include built-in storage for baking ingredients, two Subzero refrigerators, four Subzero freezer drawers, and hand-forged hinges and pulls on the refrigerators to create a vintage icebox design. The double farm sink looks out to a quaint courtyard with a wood-burning fireplace and fountain that are designed with antique limestone that was reclaimed from France adding to the home's timeless appeal. The main floor offers 4 bedrooms, 2 that are en-suite and 2 that share a Jack and Jill bathroom, game room, formal dining room, spacious family room area with a custom bar for entertaining, 2 powder baths, and a laundry room with 2 washers, 2 dryers, and a dog washing station. Rounding out the exquisite main level is a custom wine cellar that holds up to 650 bottles, adorned with barrel ceilings and a custom iron door, and an expansive 4-car garage with a commercial pressure washer and ample storage for all your tools and toys. As you make your way up the stairs, the entire second floor is dedicated to the Primary Suite and his/her office. This private sanctuary features a gas fireplace, a beamed ceiling, and a spa-like bathroom adorned in custom marble with a remote-controlled jacuzzi clawfoot tub. Waterworks fixtures, dual shower heads, a marble bench in the shower, and a Mr. Steam steam shower are a few of the other appointments the bathroom offers. The oversized walk-in closet features custom built-in cabinetry, exquisite lighting, and a built-in washer and dryer for added convenience. The estate's outdoor features are equally impressive. The outdoor kitchen is a chef's delight, featuring a built-in Wolf BBQ, Wolf fryer, Green Egg smoker, built-in pizza oven, and a TV for entertaining all your guests, along with a wood-burning fireplace made from the same reclaimed Chicago brick that adorns all the patio flooring. The outdoor space also includes a built-in bar and a secret garden dining terrace. The luxurious limestone pool deck and Jacuzzi are designed for ultimate relaxation. A tennis court with an adjustable half-court basketball hoop, complete with a ball return, offers recreational opportunities for all ages and enhances the estate's grounds, leaving even the most discerning buyer wanting nothing more. This extraordinary estate is a masterful blend of historic charm and modern amenities, designed for those who appreciate the finer things in life. Whether entertaining guests or enjoying quiet family moments.