The Negotiating Table

In this episode of The Negotiating Table , Michelle Johnson explores one of the most overlooked skills in negotiation: redirection . While many people believe successful negotiators win by presenting better arguments, the reality is that the best negotiators know how to redirect emotions toward productive solutions. Michelle breaks down how redirection works in real estate transactions, why facts...

In this episode, we break down one of the biggest mistakes sellers make in today’s real estate market: pricing a home too high and accidentally weakening their negotiation position. Most sellers think pricing high creates room to negotiate. But in reality, overpricing often changes buyer psychology entirely. Buyers stop asking, “How do I win this house?” and start asking, “How much can I get off t...

In this episode, we break down one of the simplest yet most powerful real estate negotiation techniques: mirroring. Learn how repeating the last few words of someone’s sentence, matching tone and body language, and strategically using silence can help uncover the real emotions driving a transaction. We explore how tactical empathy builds trust, lowers defensiveness, and creates stronger outcomes f...

Real estate negotiation isn’t about manipulation or being the loudest in the room—it’s about strategy, psychology, and strategic empathy that helps you position your clients for the best possible outcome.