San Mateo County Market Update September 2025

The Art of Negotiation in a Sliding Market

The market today is not what we’d call “normal,” with everything humming along as expected. It’s also not quite a “shifting” market, where the balance clearly tilts from sellers to buyers or vice versa. What we’re experiencing now is what I would describe as a sliding market.

Homes are still selling, but the process is less predictable. A property can check all the right boxes and still sit on the market longer than expected. Buyers can appear ready to move forward, then suddenly step back. Deals that used to come together smoothly now require more effort, more patience, and much stronger negotiation to reach the finish line.

This doesn’t mean the outlook is negative. There are still plenty of opportunities for both buyers and sellers. It does mean that experience, communication, and strategy matter more than ever. In this environment, negotiation isn’t just about making sure you don’t leave money on the table. It’s about keeping everyone at the table, moving together toward a successful close.

That’s why I see negotiation not just as a skill, but as both an art and a responsibility to my clients.


A Real Story from Foster City

Not long ago, I watched a surprising situation unfold in one of Foster City’s most desirable neighborhoods. The home had everything going for it: a prime location, excellent condition, and smart pricing. On offer day, four buyers submitted offers—an ideal scenario for any seller. Then the listing agent sent every buyer a multiple party counter, but without any communication with the buyers.

So instead of going pending, every single buyer walked away.

Why? Poor communication. The listing agent was known for relying only on delayed texts and emails, with no real dialogue. There were no phone calls to explain counters, no meaningful conversations to understand the buyers’ goals, and no bridge to connect the seller’s expectations with the buyers’ willingness to move forward.

The result? Frustration from the buyers who had been ready to make a deal, and not one but four lost opportunities for the sellers with home that should have sold quickly that was left sitting on the market.

This is exactly why I treat negotiation as an art, it is more than presenting offers and sending blanket counters—it’s about creating connection and momentum that carry everyone to the closing table.

How I Approach Negotiation:  My Three Pillars of Negotiation

When I negotiate, I don’t just think about numbers. I think about people and their motivations. Every buyer and seller comes to the table with their own motivations, fears, and goals. My job is to understand them, communicate clearly, and align everyone toward a win-win outcome.

Here’s how I do that:

1. Motivation

Every party has a reason for being at the table. I make it a priority to learn not only my client’s goals, but the other side’s as well. Is a buyer stretching to get into a particular school district? Is a seller relocating and needing a fast close? When I know the “why” behind each decision, I can help structure terms that make both sides feel like they’re moving closer to success.

2. Communication

Deals collapse without it. I don’t just email a counter and hope for the best. I pick up the phone. I explain the reasoning behind terms, I listen to the other side’s perspective, and I look for ways to build common ground. Real-time conversations build trust and prevent misunderstandings that can derail a transaction.

3. Alignment

Even when motivations differ, everyone shares one ultimate goal: closing. My role is to keep everyone focused on that outcome. That means addressing concerns quickly, managing expectations, and making sure all parties feel progress is being made. Alignment is what transforms competing interests into a successful agreement.

Why It Matters Right Now

In a humming market, it may seem as though homes practically sell themselves. In a shifting market, your strategy makes the difference. But in today’s sliding market, the ability to negotiate effectively can mean the difference between a deal that closes and one that collapses.

For sellers, this means having an agent who can advocate strongly while keeping buyers engaged—even when the market feels uncertain. For buyers, it means working with someone who can build trust on the seller’s side and make sure your offer isn’t just noticed, but taken seriously.

Either way, negotiation is the skill that protects your opportunity in this environment.

My Advice?
Don’t leave money on the table—and don’t risk losing the table altogether. You deserve someone who treats it as both art and responsibility.

Want to know how to win in today’s market?

Call me today, and let’s talk about how my direct approach to negotiation can help you succeed.