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Commercial real estate transactions require negotiation. Duh! But, candidly, the back and forth is my least favorite part of a deal. Many consider the volleying a sport – one that must be won or lost. Skillful negotiators realize – in order for there to be a successful outcome – both parties must win. I’ve witnessed sellers – down to their dying breath – decide they’d rather give the building back to the bank vs conclude a transaction with an over zealous buyer.