On real estate negotiations with Robin Kencel
About this episode
This episode features Robin Kencel discussing the intricacies of real estate negotiations and effective strategies for success.
In this episode, we host Robin Kencel, a leading real estate broker in the U.S. Robin has been recognized on The Wall Street Journal's RealTrends rankings (including The Thousand/America’s Best lists), placing her team among the top performers nationally and in the top 1-1.5% across the U.S., with repeated state-level top-100 distinctions. Together with Robin, we unpack how real estate negotiations really work, who holds leverage at different stages and how to align agents, principals, lenders, and lawyers. We look at pricing and anchoring in volatile markets, from comps and cap rates to when ignoring the “asking” price is the smartest move. Robin shows how to use structure as a bargaining tool, from contingencies and seller financing to creative concessions that unlock value, and how disciplined diligence, zoning, environmental risk, tenant rolls, can legitimately reopen terms without undermining trust. We talk BATNAs that truly matter, time pressure, managing multiple offers ethically, and the fine line between tactics and relationships: reading signals, countering nibbling, and keeping counterparties on-side to reach closing. You’ll hear where residential and commercial…
More episodes of Podcast on Negotiation
- On Impact Negotiation Toolkit with Nuno Delicado
- On why we avoid negotiating with David Hunsaker, Hong Zhang, and Alice Lee
- On body language secrets with Greg Williams
- On negotiation stories on the path to peace with Joshua Weiss
- On SMART Negotiator(s) with Keld Jensen
- On AI in peacebuilding with Shane Ray Martin
Explore listener stats, chart rankings, contacts and more on the Podcast on Negotiation podcast page.