Negotiating at the highest level is not about tactics alone, Mauricio Umansky writes. It is about psychology, patience and emotional discipline.
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At the highest level of real estate, economics are always scrutinized closely. Price, fundamentals and risk are reviewed objectively. But even in ultra-high-end transactions, deals rarely move forward on numbers alone.
A disclosure inconsistency, a misalignment in information or a loss of trust can undo months of negotiation — just as a lack of emotional connection or urgency can stall momentum entirely.
I have seen this dynamic repeat while working with ultra-high-net-worth clients across global markets over time. Billionaires do not ignore emotion or urgency, but they place them differently within the decision process. They operate from a distinct framework, and agents who understand that psychology can negotiate more effectively at every price point.
They lead with logic, not emotion
Billionaire buyers feel the emotional pull of a property just like anyone else. The difference is that emotion never leads to a decision.
They begin with fundamentals: replacement cost, land value, scarcity, long-term upside and how the asset fits within a broader portfolio. The numbers must tell a clear story before anything else matters.
When agents lead with data, context and a strategic point of view, trust forms quickly. Some of the strongest negotiations I have been part of started with spreadsheets, not showings.
They control the tempo of the deal
Billionaires do not negotiate from pressure. They are comfortable slowing the process, pausing entirely or walking away if something feels misaligned.
Time is not just a cost. It is leverage.
I have watched clients choose a faster, cleaner transaction over saving seven figures because efficiency and clarity mattered more than extracting every last dollar. Great agents recognize when to move decisively and when patience strengthens their position.
When you release the need to force a deal, your calm becomes a signal. Desperation is rarely spoken, but it is always felt.
Privacy is not a preference. It is a requirement
At this level, privacy is non-negotiable. Clients expect discretion in every conversation, showing and negotiation detail.
One loose comment or unnecessary exposure can end a relationship permanently. Having worked with high-profile clients for years and operating in the public eye myself, I have seen firsthand how critical trust and confidentiality are at this level. That perspective has shaped how I approach every interaction.
Agents who protect privacy and create certainty earn long-term trust, often leading to years of repeat business and referrals that never appear publicly.
They expect expertise, efficiency and alignment
Billionaires work with top-tier attorneys, advisors and strategists. They expect their agent to operate at that same level.
That means understanding contracts, construction, zoning, valuations and negotiation strategy in real depth. It also means respecting the value of their time, which I have often seen prioritized over saving millions on paper.
Billionaires do not need reassurance or validation. They want alignment. They want to know you understand their priorities and can offer an independent perspective when it matters. Great agents listen more than they talk, anticipate obstacles, eliminate friction and adjust their strategy in real time based on tone, pacing and what the moment requires.
The takeaway for agents
Negotiating at the highest level is not about tactics alone. It is about psychology, patience and emotional discipline.
When you negotiate with clarity instead of pressure, information instead of assumption and alignment instead of ego, the entire dynamic changes.
Luxury real estate is not just about selling extraordinary properties. It is about understanding how high-level decision-makers think and guiding them through their biggest moves with confidence and trust.
Mauricio Umansky is the founder and CEO of The Agency in Los Angeles. Connect with him on Instagram.
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