Real Estate - Negotiations

Members of The Advisory Group have personally negotiated complex transactions judged successful by both parties. A practiced objectivity — critical in assessing points of view — has proven invaluable in successfully concluding transactions in which participants’ views would otherwise be clouded by emotions.


Success Story: When negotiations over the sale of 1,700 apartment units stalled for a fourth time, an Advisory Group executive stepped in to offer creative solutions. Difficulties in the negotiations included disagreements over maintenance issues, new financing, assumption of existing financing, and equity distributions to existing owners. The creative solutions developed by the executive directed the effort toward a transaction that was judged as a success by both the seller and the buyer.


Success Story: Contentious negotiations between two real estate investors created a bitter stalemate that threatened to ruin a viable deal and trigger potential losses of millions of dollars for each investor. Discussions had disintegrated to such a low level that both parties appeared willing to accept a costly real estate loss just to make a personal statement. An Advisory Group member, however, was able to operate as a mediator searching for common interests and forged a mutually acceptable resolution resulting in profitable results for both parties.

Our negotiation skills feature the following aspects:

• Understanding opposing positions
• Developing win/win options
• Providing objective advice
• Offering creative solutions
• Remaining willing to listen