Real Estate Talk: Negotiation

The importance of working with a broker experienced in negotiation

By Joseph Marovitch

December 18, 2025

Residential real estate can be an emotionally charged endeavour for many buyers and sellers. Most tend to take everything personally. For example, a buyer submits a promise to purchase a property listed at $850,000. The offer is for $725,000. The seller sees clause 4.1 of the promise to purchase, which states the price is $725,000, and is immediately insulted. The seller tells the broker that the offer is ridiculous and will not even consider it.

The seller then tells the broker not to bring any offers outside the seller’s expected range. (Note: this is not possible. The broker must submit every offer they receive.) Emotion can cloud good judgment. This is one of the many advantages of a broker with negotiation experience. Brokers manage client expectations and clearly explain the negotiation process at the beginning of the marketing campaign.

If the seller continued to read the conditions of the offer, they would see the following:

• The inspection is within five days of the accepted offer, a shorter period than average to facilitate a quicker sale.
• The offer is cash only, which also provides a quicker closing. A proof of cash is also submitted with the offer.
• The listing broker spoke with the selling broker and found out the buyer is downsizing after recently selling their business for a large sum.

Therefore, the offer is quick to close, and the buyer has sufficient funds, as the buyer was vetted before the offer was submitted. Finally, there is room for negotiation. Also, note that the buyer owned a business for over twenty years, as indicated by the Quebec government REQ report. Therefore, the buyer is experienced in negotiation and is starting low so he can meet the seller’s price somewhere in the middle.

Brokers manage client expectations and clearly explain the negotiation process at the beginning of the marketing campaign.

All written offers are of use. An offer opens negotiation, regardless of the terms or price, and offers the possibility of reaching a compromise and closing the deal. If one party is not compromising, the offer creates urgency among other interested parties. Never just refuse an offer.

In negotiations to buy or sell property, both parties want something, and both parties must walk away satisfied that the terms of the agreement provided what they need.

To achieve the goal of arriving at a mutually satisfying agreement, the following must occur:

• If you’re the seller or listing broker, before negotiation, research the property, the market, and, if possible, the buyer’s financing and history for background, business, and anything else. If you’re the buyer, research why the seller is selling to see if there are any assessments or 60-day notices from the bank or government, rights registered on the property and anything else that provides an advantage.
Buyer and seller information can be found on Google, Facebook, LinkedIn, and many other platforms, since people tend to share many aspects of their lives on these platforms.
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• Know what you want to achieve before entering negotiation, in terms of price range and terms.
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• Create a positive relationship with the other party. It is much easier to negotiate in a positive light than in a hostile atmosphere. We do this by being cordial, friendly and calm. No emotion in negotiation.
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• Be confident in negotiation and know your facts.
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• Approach every issue as a challenge rather than a problem, and find solutions that both parties can agree on.
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• Set the dynamic in terms of deadlines, urgency, market conditions and have alternative solutions prepared for every possible objection you can think may arise.
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• Remain calm and professional, no matter how the other party reacts to objections. By remaining unemotional, you are holding your cards close to your chest, giving away nothing in pursuit of an opportunity to buy lower, sell higher, or achieve better terms. Emotions and body language can give away information and strategy, which can hurt the chances of achieving the set goal.
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• Listen more than speak and remain on point. So many people either give away strategy or improve their odds of a successful conclusion by either saying too much or too little. In listening intently, one shows respect, professionalism and can gather information that is of use to achieve one’s goals.
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• Upon successful verbal agreement after summarizing the terms, conditions, and price so everyone is on the same page, prepare and sign the acceptance of the promise to purchase or the counterproposal. Then begin the due diligence.

If issues arise during the inspection, examination of documents, or financing, repeat all steps until the conditions are satisfied and the sale goes to the notary.

‘In negotiations to buy or sell property, both parties want something, and both parties must walk away satisfied that the terms of the agreement provided what they need.’

The information in these articles is summary. Should you have questions, comments or wish to discuss further, please refer to the comments section at the bottom of the page or contact me directly. As well, to view past articles, click here.

State of the market

We are at the end of a tumultuous year with many ups and downs in Quebec and U.S. politics and global conflicts. All these factors affect our economy and real estate market by either slowing or increasing the supply chain of goods and services, and in turn, inflation and interest rates.

Currently, there appears to be calm and several indicators of a brighter future. One thing is sure: everyone can use a break from the stress. That said, rates are low, future uncertainty remains an issue, demand is growing, as is supply, and home prices are rising as carrying costs decrease. Conditions currently look very good for both buyers and sellers.

‘Quebec is one of the stronger and more resilient markets in Canada, and there are opportunities for buyers, sellers and investors as long as precautions to mitigate risk are in place.’

Generally, Quebec is one of the stronger and more resilient markets in Canada, and there are opportunities for buyers, sellers and investors as long as precautions to mitigate risk are in place.

For further discussion, leave a comment or contact me directly. Have a great week and happy holidays. See you in 2026.

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Other articles by Joseph Marovitch