Watch: Behind the Scenes of a High-Stakes Negotiation

How the Deal Started

In real estate negotiations, understanding the motivations of the seller is key. Senia Rowley shares how she approached a unique transaction where the seller had a deep emotional attachment to the property. The home had been in the family for generations, which made negotiations more delicate.

Opening the Negotiations

Senia emphasizes that every negotiation is different. She starts by researching public records to understand the seller’s background and motivation—was it an investment or a long-held family home? This insight dictates her negotiation strategy. She also evaluates the listing agent’s negotiation style to anticipate how the conversation might unfold.

The Offer and Counteroffer

The initial offer was approximately $115,000—well below the listing price. However, this strategic move set the stage for productive discussions. After multiple rounds of negotiation, the final contract was secured at around $130,000. Despite the lengthy process, the investor was satisfied with the deal and has since continued working with Senia on new acquisitions.

“Negotiation is about understanding the seller’s goals and finding a way to align them with the buyer’s needs.” – Senia Rowley