When it comes to real estate agent negotiation tactics, most people think of sharp strategies, a killer deal, and knowing the market inside out.
Actually, recent data shows that buyers are increasingly looking for strong negotiation skills from their agent. And if buyers are seeking skilled negotiators, sellers should be just as focused on working with an agent who can advocate for them effectively.
As a CEO in the real estate space, I've seen countless transactions, and one thing stands out: the best real estate agents are not just experts in market data... they're also emotional intelligence (EQ) experts.
And honestly, that's the stuff most people overlook when they talk about negotiation tactics.
Emotional intelligence trumps having data
I'd argue this is the most underrated skill in real estate.
1. Being emotionally intelligent
In my opinion, real estate agent negotiation tactics that focus purely on numbers just don't cut it. You need a balance.
Sure, a lot of agents know the market inside and out. Sure they might have all the data in the world.
But if they can't read a room or handle tense negotiations, it can create problems for their clients.
When things get heated, the agent needs to stay calm, empathize with all parties, and keep the conversation moving forward without letting emotions cloud the deal (which is one of the main reasons why a sale falls through.)
Knowing market trends, pricing, and statistics is important. But without the ability to read a room, connect with clients, and handle tense moments, even the most knowledgeable agents can and will struggle to seal the deal.
2.UNDERSTANDING the data
Along with EQ, an agent needs to have access to great data, but on top of everything else, he/she must have the ability to understand that data.
Actually, knowledge of the real estate market and of the purchase process are among the top 5 skills people want from their agents, according to a 2025 report.
The best agents have up-to-the-minute market trends and specific insights about your home's value and local activity. They can analyze comparable sales and tailor their strategy based on what's happening in the market at that time.
Now, here's one thing that most people don't talk about enough: having access to good data isn't just for the agent.
Clients should have the same level of access to market trends and activities specific to their home. That's where real estate technology plays a huge role. If an (your?) agent can give you the tools to track your home's value and the market's pulse in real time, you're in a much stronger position when negotiations start.
After all, 43% of home buyers started their search on the internet.
So, the agent who has important info about your home value and shares that info with the seller is already ahead of the game.
Psst. This is what locqube is all about. User experience!
3. Avoiding the most common mistakes
So, how to make sure the agent truly leverages your position as a client?
Real estate agent negotiation tactics start long before you sit at the table
It all starts with some amazing marketing!
Most people don't know or don't even talk about this.
The quality of the market that a property is in is very, very important. You cannot expect a property to transact at a good price with bad listing copy, poor pictures, or lackluster media. You can't allow that.
So, presenting the home well, preparing it properly, and coaching the homeowner through the process...these are some of the key ways to set a good real estate agent apart.
Negotiation doesn't happen when people start talking. It starts the moment the consumer interacts with the property. And typically, that's through media (be that the video, a description, or photos/videos for social media.)
You can tell a lot about who's representing the home based on how the home is being presented.
Always keep the conversation going
Another mistake agents make is getting too emotional about the process. You have to remember this is a business transaction, and they need to stay focused on that, to give the client an advantage.
Price, access, and friendliness
Once you've got the marketing and client coaching in place, pricing the property competitively is a big advantage.
Making the property easily accessible for showings is another. Communication skills are deemed "as very important skills for agents" by 88% of respondents.
Being friendly to buyers or sellers who ask about the property and being inviting goes a long way. These may seem like softer tactics, but they can have a tremendous impact on the selling process.
4. Being a great listener
A good listing agent is a great listener. And by great listener, I don't just mean listening to buyers.
They have to listen to the agents representing those buyers, too. A great listing agent invests a tremendous amount of time understanding the motivations behind the buyers and the agents involved in the negotiation.
It's all about knowing what drives them.
For example, some people simply don't have the stomach for tough negotiations. Understanding this is very important.
Also, sometimes, an agent will have to deliver a message that the other side doesn't want to hear.
And having the stomach to say "no" is a skill that comes with experience.
So, those are two quick real estate agent negotiation tactics: being willing to say "no" and being a great listener.
Without these, an agent is just going through the motions.
Sometimes you don't even need a real estate agent!
But, it's important to know when those moments happen. And when it's still worth having an expert on your side.
For example, at locqube, we're obsessed with giving our clients the best possible experience.
Our agents are expert negotiators. Real estate agent negotiation tactics are their thing. (We spend a great deal of time building those skills to prepare them for better negotiations on behalf of sellers.)
But we’re equally obsessed with making sure our clients are as involved in the sale of their home as they want to be, knowing we’re here to provide a great service when needed.
So, to answer the question. When an agent might not be necessary?
If it’s a negotiation with a family member or a neighbor, where pre-established terms are already in place, then maybe not.
Those are situations where things might be more straightforward. But more often than not, the process is fairly complex.
Homeowners often benefit from having someone who knows the ins and outs of the market, negotiations, and pricing strategies while also being able to manage the "smaller stuff" themselves.
This is why, at locqube, we make it really affordable for homeowners to get the best of both worlds → affordable, expert guidance with a low commission of 1.99%.
The most important advice for selling your home?
We actually built the company around this question. The most important piece of advice I’d give to someone selling their home is: Hire locqube.
Hire a company that cares about you and your outcome.
One that cares about how high we can sell your home.
How much money we can save you in commissions.
And what kind of position we can put you in during negotiations.
We built locqube by focusing on you.
We provide technology, transparency, and accessibility. All at a very affordable price.
These are your best real estate agent negotiation tactics.
