Forget percentages and market reports – real negotiation is human, not mathematical. Maddie Harris, property consultant at OBrien Real Estate Berwick, has spent 15 years proving it.
“I really think a lot of people use dollars, cents and percentages in their negotiation,” Maddie says.
“I use genuine conversation, and open, honest, full transparency between both sides.”
Many agents assume negotiation begins when an offer lands, but for Maddie, the process starts much earlier.
“The trust has to be earned before you are sitting there with an offer,” she explains. “You cannot suddenly switch on empathy. Vendors need to feel it from the start.”
Her approach guides everything from listing presentations to setting expectations with buyers, so instead of inflating numbers to secure a listing, Maddie relies on facts, comparables, and open discussion.
“A buyer will determine the price,” she says. “Setting a high price at the start can sometimes make your job harder. I will say, ‘Here is what I think it is worth, here is what you think it is worth, let us throw it out there and see what the buyers think.’ It puts the responsibility back on the market, and most people are pretty receptive to that.”
Negotiation is about understanding people
Early in her career, Maddie approached negotiation mathematically, focusing on percentages and the difference between offers. Over time, she realised that was not enough.
“Now, it comes down to understanding the real motive, why someone wants to buy, why someone wants to sell,” she says.
“If you understand their story, you can guide the conversation. Yes, $5,000 might hurt now, but when the kids can walk to school every day, it is going to feel much easier. You have to be relatable and honest.”
She says her years in theatre helped shape the confidence she now brings to client interactions.
“Having self-assurance, learning scripts, and being comfortable speaking to people definitely helped when I was young and starting out.”
One of the strongest lessons Maddie has learned is to prioritise human decisions over financial gain.
“There is a deal happening right now that, if it falls over, could affect another listing and a commission,” she says.
“I have had to remind myself that guiding my clients to make the best human decision is more important than worrying about the money. If you remain a people person first, you can navigate negotiations with integrity.”
She also stresses that every deal is unique and it needs to be treated as such.
“Agents often talk too much about how good they are, ‘I sold this, I got that price.’ But each client and each property is different. You have to treat every deal in isolation.”
Maddie’s journey from receptionist to senior sales agent is a story of adaptability. She started in administration, helped across marketing and rentals, then moved into co-listing before becoming a solo agent.
“I did not aspire to be a real estate agent at first,” she admits. “I had finished high school and was working with an acting agency. I just loved working with people and helping them.”
While she sometimes misses performing, Maddie says real estate offers its own rewards.
“I still love theatre and live music, and I go to everything that comes out,” she says. “I miss dancing, but I feel like I live it through my kids now. That is really special.”