October 13, 2026 · Russell Chandler | Principal Agent & Associate Broker at Redfin

Why Patience Is Becoming a Powerful Negotiating Tool in Today’s Real Estate Market

Not every real estate negotiation is won at the negotiating table.

Sometimes, the best thing a buyer—or seller—can do is make a well-supported decision, remain patient, and allow the market to do some of the negotiating for them.

I’m seeing that play out right now in a transaction that I think says a great deal about the market we’re navigating.

An Offer That Didn't Come Together—At First

About a month ago, I represented buyers who submitted an offer on a property they were interested in purchasing.

We weren't able to reach terms with the sellers.

At that point, there would have been nothing unusual about simply moving on. And from my buyers' perspective, we did. My responsibility was to protect their interests—not chase a property at terms that didn't make sense for them.

But moving on doesn't mean burning a bridge.

I stayed in contact with the listing agent. Over the following weeks, I periodically shared relevant comparable sales and information about what we were seeing in the market. The conversations remained cordial and professional.

There was no pressure. No adversarial negotiating. No attempt to prove that one side had been right and the other wrong.

We simply kept the lines of communication open.

Then Something Changed

Eventually, the sellers reconsidered.

The listing agent reached back out, and what initially began as a conversation developed into something much more meaningful: the sellers presented my buyers with a reverse offer in writing.

Now the dynamics were different.

But just because the sellers had come back didn't mean we immediately jumped at the opportunity.

My job was still to protect my clients.

We carefully evaluated the terms, responded thoughtfully, and continued negotiating until we began finding common ground.

As I write this, we may be on the verge of putting the property under contract.

And here's what I find interesting about the entire experience:

Neither side necessarily “won” the original negotiation.

Instead, time provided additional information.

The sellers had an opportunity to see how the market responded to their property.

My buyers had an opportunity to consider other options.

And when the two sides began talking again, everyone had more information than they had a month earlier.

This Is What Today's Market Looks Like

For years, buyers and sellers became accustomed to markets where decisions sometimes had to be made almost immediately.

Multiple offers. Escalation clauses. Short deadlines. Very little time to evaluate options.

Today's market can require a different skill set.

Higher borrowing costs, increased inventory in some areas, longer marketing times for certain properties, and buyers who are more deliberate about what they're willing to pay have created an environment where negotiations can evolve over days—or sometimes weeks.

That doesn't necessarily mean something has gone wrong.

It may simply mean buyers and sellers need time to find common ground.

Professionalism Matters More Than People Realize

Real estate negotiations can become emotional very quickly.

A seller may feel that an offer is too low.

A buyer may believe a seller's expectations are unrealistic.

Agents can easily become defensive on behalf of their clients.

But I've always believed we have to remember something important:

There are two sides trying to complete the same transaction.

My responsibility is unquestionably to advocate for my client. The listing agent has that same responsibility to the seller.

But strong representation and professional communication are not mutually exclusive.

In this particular situation, had either agent allowed the initial disagreement to become personal, the second conversation might never have happened.

Had my buyers rushed to improve their original offer simply because they were afraid of losing the house, they might have accepted terms that weren't right for them.

Had the sellers been pressured into making a decision before they were ready, they might always have wondered whether they could have done better.

Instead, everyone had time.

And eventually, the market helped bring the parties back together.

Sometimes the Best Negotiating Move Is Patience

Patience doesn't mean being passive.

It means understanding your position.

It means knowing the comparable sales.

It means paying attention to inventory, days on market, recent price reductions and buyer activity.

And most importantly, it means being willing to walk away when the terms don't make sense—without necessarily closing the door forever.

That's an important distinction.

In a changing market, the property that doesn't work today may become an opportunity three weeks from now.

The buyer who isn't ready to meet a seller's price today may become the strongest buyer available later.

Circumstances change.

Motivation changes.

Markets change.

That's why maintaining professional relationships throughout a negotiation matters.

The Market Doesn't Always Require an Immediate Answer

One of the biggest mistakes buyers and sellers can make is assuming every real estate decision must be made immediately.

Sometimes it does.

There are still properties that attract significant competition, and there are situations where hesitation can absolutely cost a buyer an opportunity.

But there are also transactions where patience creates leverage.

Knowing the difference is where good representation becomes especially important.

The goal shouldn't simply be to “win” a negotiation.

The goal is to understand the market well enough to recognize when to push, when to hold your position, and when to give the situation some room to develop.

This particular transaction isn't finished yet.

But regardless of how it ultimately concludes, it illustrates something I'm seeing more frequently in today's market:

Deals that appear dead aren't always dead.

Sometimes they just need time.

And sometimes the combination of patience, good information, professional communication, and two agents who keep the door open is exactly what allows buyers and sellers to eventually find common ground.

Russell Chandler
Lead Agent – Associate Broker | Redfin

Thinking about buying or selling in Maryland or Washington, D.C.? If you'd like to talk through your options in today's market, reach out and let's have a conversation.

Continue reading: Finding Common Ground · Higher Rates, More Room to Negotiate?