The Art of Commercial Real Estate Negotiation: Strategies for Success | Thomas Giallonardo | Real Estate

Thomas Giallonardo III
2 min readDec 1, 2023


In commercial real estate, negotiation is an art form that can tip the scales toward success or stagnation. This blog delves into the strategies that elevate the art of commercial real estate negotiation, offering insights into effective communication, leverage points, and the nuances of deal-making.

Mastering the Negotiation Table

In-Depth Market Knowledge: Begin with a foundation of in-depth market knowledge. Understanding current market trends, comparable property values, and the economic landscape empowers negotiators to make informed decisions and present compelling arguments during negotiations.

Effective Communication Skills: Communication is the linchpin of successful negotiation. Cultivate active listening skills to truly understand the needs and concerns of all parties involved. Clearly articulate your position, supported by data and rationale, and foster an open dialogue to build rapport.

Creating Win-Win Scenarios

Identifying Common Interests: Seek common ground and shared interests. Identifying mutual benefits allows negotiators to craft solutions that satisfy both parties, fostering a collaborative atmosphere. The goal is to create a win-win scenario where all stakeholders feel that their needs are met.

Building Long-Term Relationships: View negotiations as opportunities to build long-term relationships. A positive and collaborative negotiation experience lays the groundwork for future dealings. Reputation and relationships are crucial in the world of commercial real estate, influencing future partnerships and transactions.

Leveraging Timing and Patience

Timing is Key: Understand the importance of timing in negotiations. Anticipate market fluctuations, economic trends, and the specific timing needs of each party. Strategically positioning negotiations in alignment with favorable conditions can be a powerful leverage point.

Patience as a Virtue: Patience is a virtue in commercial real estate negotiations. Rushed decisions often lead to unfavorable outcomes. Patient negotiators can navigate complexities, assess various scenarios, and wait for opportune moments to secure advantageous terms.

Navigating Challenges and Obstacles

Creative Problem-Solving: Approach negotiation challenges with creativity and a problem-solving mindset. Instead of viewing obstacles as roadblocks, see them as opportunities to find innovative solutions. A negotiator who can think outside the box contributes to the fluidity and success

Originally published at on December 1, 2023.



Thomas Giallonardo III

Founder of Dargent Companies, Thomas Giallonardo believes that, through hard work and with a loving family, anything is possible. Visit