Joe Koicim and Shaun Riney sit down with Jonathan B. Smith, a Negotiation Instructor at Chris Voss’s Black Swan Group and author of the best-selling new book, Fight Less, Win More, to discuss how tactical empathy can be applied to real estate negotiations.
Jonathan covers why fear of loss drives so many real estate decisions, how to keep deals alive when negotiations get tense, and why listening is often more powerful than talking.
For brokers, owners, operators, and anyone trying to navigate complex conversations more effectively, this episode offers a practical framework for building trust, uncovering the real issues, and getting deals across the finish line.
You can order Fight Less, Win More here.
Reach out to the team:
joe.koicim@marcusmillichap.com
shaun.riney@marcusmillichap.com
seth.glasser@marcusmillichap.com
michael.salvatico@marcusmillichap.com
