Commercial Real Estate Negotiations
LOIs, term sheets, and the deal points that win or lose millions
Negotiation is the highest-leverage skill in CRE — the difference between a 6% cap rate and a 7% cap rate on the same property is often who sat across the table. This course covers LOI drafting, term sheet strategy, the psychology of negotiation, BATNAs, walkaway points, and the 15 contract terms where most money gets made or lost at the table.
What you'll learn
- Draft a tight LOI that protects your interests without scaring off the seller
- Identify your BATNA and walkaway point before you sit down
- Negotiate price, due diligence period, earnest money, and closing date as a bundled package
- Use silence, framing, and anchoring to your advantage
- Structure deal protections like financing contingencies and title contingencies
Lessons
- 01
The CRE Negotiation Mindset
Why CRE negotiations are different from any other negotiation, the principles that win deals, and the mental discipline that separates great negotiators from average ones.
11 min - 02
Drafting the Letter of Intent (LOI)
How to draft a CRE letter of intent that protects your position, anchors the deal favorably, and sets up the contract negotiation that follows.
12 min - 03
The Counter-Offer Dance — From LOI to Signed PSA
How counter-offers actually work in CRE — managing the seller's response, structuring your counters, and bridging from LOI to a signed PSA without losing the deal.
11 min - 04
The 15 PSA Terms That Matter Most
The fifteen contract terms in a commercial purchase agreement where most value is created or lost — and how to negotiate each one to your advantage.
12 min - 05
Psychological Tactics — Anchoring, Framing, and Silence
How experienced CRE negotiators use anchoring, framing, silence, time pressure, and emotional management to win deals — without manipulation, just discipline.
11 min - 06
BATNAs and Walkaway Points
How to define your BATNA and walkaway price before you negotiate, why both matter more than your target price, and how to use them to negotiate from strength.
11 min - 07
Creative Deal Structures and Closing Out
How to win deals with creative structures when straight cash-at-closing won't work — seller financing, earnouts, exchanges, joint ventures, and the discipline of closing out every negotiation cleanly.
12 min
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