7 FBI Hostage Negotiation Tactics for Your Next Real Estate Deal
The stakes are high. Here's how to win...
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The phone rings.
The voices around you go silent.
You pick it up.
“I have a list of demands,” the caller says.
“You pay the closing costs…
“Or I blow this place to smithereens.”
You pause.
Then you open up this blog.
Image Credit: Sessions by Masterclass
Negotiation strategy is one of the most underrated parts real estate investing success. Chris Voss, a former FBI hostage negotiator, wrote one of the best negotiating books of all-time — ”Never Split the Difference”.
Voss’s philosophy is simple:
Negotiation isn’t about meeting in the middle — it’s about winning.
Here are 7 ways you can apply Voss’s tactics to win your next real estate negotiation:
1. The Power of "No"
You’ve probably heard that you want to get the other party in a negotiation to say, “yes” a lot. The idea is that by getting a lot of “yeses,” you’re priming the other party for a big “yes” at the end of your negotiation.
According to Voss, that’s wrong.
A "yes" can make the other party feel trapped. Instead, you want to do the opposite — aim to get them to say, "no". It makes your counterpart feel in control. But really, you’re the one pulling the strings.
Real estate application: When you're negotiating a deal, start with terms that are slightly tilted in your favor and let the seller push back. A "no" can lead to a more productive conversation — and it can get the seller to reveal their boundaries.
2. Accusation Audit
What objections or concerns does the other party have about the deal? Call them out.
What objections or concerns does the other party have about you? Address them.
Acknowledging the other party’s objections before they vocalize them can:
1) Disarm them and give you the upper hand.
2) Make you appear more trustworthy and self-aware.
Real estate application: If you’re negotiating with a seller who might be thinking you’ll offer a low price or drag out the closing process, get in front of it. "You might think I’m here to lowball you and push this deal through on my timeline, but the truth is…"
By hanging their concerns out to dry, you eliminate their need to voice them, making it easier to move forward on terms that work for both of you.
3. Mirroring
This is the closest you’ll ever come to a Jedi mind trick.
Mirroring is easy — just repeat the last 1-5 words your counterpart just said. This gets them to elaborate without feeling like they’re being grilled. It also builds rapport fast. Who doesn’t want to hear themselves talk more?
Real estate application: The developer says, "Costs and projected returns put the lowest we can go at $2.5 million." You say, "The lowest you can go is $2.5 million?"— then shut up and watch them justify the number. You might uncover some wiggle room they didn’t want to admit before.
4. Labeling
People just want to be understood. Voss says labeling helps you identify emotions or concerns that your counterpart might not even realize they’re feeling. Start with phrases like, "It seems like..." or "It sounds like..."
Real estate application: You’re negotiating a fixer-upper. The seller hesitates because they’re concerned you’ll use the repair costs to justify a lowball offer.
Try saying, "It seems like you’re worried that the condition of the property might affect the sale price?" This opens the door to a discussion about the real concerns and gives you an opportunity to offer solutions — like negotiating a repair credit or adjusting the terms to reassure them about a smooth closing.
5. Calibrated Questions
Calibrated questions start with “how” or “what”. They’re open-ended — designed to guide the conversation without feeling like you’re forcing the issue.
Questions that start with, “why” tend to make people defensive.
Real estate application: If the seller hesitates to cover certain repairs, ask, "What’s your biggest concern with handling these repairs before closing?" It’s a little awkward — but it can help you learn whether their hesitation is financial, logistical, or something else. Get as much info as possible.
6. The Ackerman Model
This is Voss’ step-by-step method for getting your ideal price without offending the other party. Start by offering 65% of your target price, then move up to 85%, then 95%, and finally hit 100%. At each stage, you’re giving smaller and smaller increments, signaling you’re nearing your limit.
Real estate application: If you’re bidding on a property that needs work, start low but justified.
"Based on the comps and the repairs needed, I can offer $3,800,000."
As the seller counters, slowly increase your offers, but make each raise feel like you’re stretching. By the time you hit 95% of your max, they’ll feel like they’ve squeezed you for everything, and they’ll be more likely to close.
7. The Late-Night FM DJ Voice
Ohhhhhh, yeah. Now we’re talking.
Voss recommends using a calm, slow voice when the negotiation gets tense. Think of a late-night DJ playing smooth jazz. Voss says this disarms the other party and lowers their guard.
Real estate application: You're about to close the deal, but the seller throws in a last-minute change. Instead of reacting, channel your inner FM radio host. "I hear you. Let's take a step back…" Stay cool. Always stay cool.
Final Tactics
Voss’ strategies aren’t just for hostage situations — they’re great for real estate investors who want to secure better deals … Or for people who just want to think differently (and Unfollow the Herd). Whether you’re negotiating a distressed property, a multifamily unit, or luxury storage (of course), these tactics can give you the upper hand.
Remember: Real estate isn’t always about playing by the rules everyone else follows.
The stakes are high.
The phone could ring at any minute.
Are you ready to answer?
Interested in talking to me about investing opportunities?
See you next week!