Negotiate Anything Real Estate Negotiation Trends That Will Define 2026
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Jan 23, 2026 In this engaging discussion, Candice Hall, a top residential real estate agent in Ohio, shares how she wins bidding wars by prioritizing trust and effective positioning over mere pricing. Mike Capella, a commercial negotiation leader, emphasizes the importance of long-term relationships and emotional discipline in his strategic approach. They explore how market dynamics influence negotiations, the power of psychological pricing, and the significance of building a solid reputation. Tips on managing client expectations and emotional pressures round out this insightful conversation.
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Trust Outperforms Tactical Tricks
- Trust and authenticity build influence faster than clever tactics in competitive markets.
- Candice Hall wins multi-offer battles by prioritizing long-term client relationships over short-term gains.
Set Price Expectations Early
- Set pricing expectations with buyers during showings so they aren't surprised later.
- Position offers by explaining realistic sale ranges and market psychology ahead of bidding wars.
Use Price To Create Momentum
- Price conservatively to elicit early offers and create social proof.
- Use initial offers as market validation to trigger broader buyer interest and bidding.