Today I had the opportunity to close a negotiation in which I learned a lot, especially that negotiation isn't just a matter of numbers.
After relocating a business, that is, I found a new commercial space for clients to move their business into. A vacant commercial space became available, and the owner decided to hire my real estate brokerage services. The main reason was because she didn't want to deal with the interested parties, especially during negotiations.
She hired me, and we began the work. As the interested parties made inquiries, we conducted visits, and presented proposals. Through the many conversations, I've gotten to know my client, the owner, much better. I began to understand her needs and concerns much better. All of this has allowed me to have greater freedom in negotiating with the interested parties.
In this last negotiation, we had four proposals, two of which were very specific. One offered a certain price and the other offered a 5% lower price. The client, the owner, was more interested in choosing the tenant who paid more, depending on the price. However, at some point, she left the choice of tenant in my hands. It was up to me to decide who would get the commercial space.
On that occasion, I had to initiate the negotiation, which at no point involved the rent amount. The negotiations were based on the type of client, the security offered, the contractual conditions, and more. Ultimately, this new experience left me with a great lesson and an excellent result in the negotiation. A lot of learning.
