New York City Multifamily Podcast
The leaders of New York’s #1 mid-market multifamily sales team, Joe Koicim, Shaun Riney, and Seth Glasser discuss the state of the market. We explore topics such as: who is buying and selling, the obstacles impacting transactions such as legislation and compliance, and where we see the best opportunities in the market.
New York City Multifamily Podcast
Episode 67: The Art of Negotiation with Jonathan B. Smith
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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: https://www.amazon.com/dp/1684016525/ref=as_li_ss_tl
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https://www.newyorkmultifamily.com
Reach out to us at: seth.glasser@marcusmillichap.com
