Last week, I found myself in Athens airport at midnight, watching my connecting flight to Tbilisi disappear into the night sky. What started as a travel nightmare became one of the most valuable negotiation lessons I've learned in years.
When Plans Fall Apart
Eva and I had just cut short our Portuguese summer after discovering new EU visa restrictions that would have made her extended stay impossible. Frustrated but adaptable, we booked last-minute flights back to Georgia through Athens.
The universe, it seemed, had other plans.
Our first flight was delayed by 30 minutes, then delayed again. By the time we landed in Athens, our connection had already departed. Seven other passengers from our flight faced the same predicament, and we all found ourselves in a long customer service line at midnight.
The Difference Maker
Here's where the story gets interesting. When I reached the counter, the representative offered us the standard solution: a 4 AM flight through Istanbul, meaning we'd spend the entire night in uncomfortable airport chairs.
I could have demanded better treatment. I could have raised my voice like some of the other passengers were doing. Instead, I asked one simple question:
"What other options can you offer me?"
That's it. No demands. No anger. Just curiosity about what was possible.
The Magic of Open-Ended Questions
The representative's demeanor shifted. Instead of defending company policy, she became collaborative. She offered us a much better flight at 1:25 PM the next day, with shorter connections and a reasonable arrival time.
But I wasn't done being curious: "In that case, can you help us with a hotel?"
The answer was yes. Not only did we get a free hotel room, but also dinner, breakfast, and taxi transportation both ways.
Here's the kicker: none of the other seven passengers got this arrangement. Not one.
Why This Works (And Why It Matters for Real Estate)
The difference wasn't luck or status. It was approach.
When you ask "What can you do for me?" instead of demanding specific outcomes, you:
- Create collaboration instead of confrontation
- Allow the other party to offer solutions you hadn't considered
- Maintain respect and dignity for everyone involved
- Often discover options that exceed your original expectations
This principle applies directly to real estate negotiations. Instead of saying "You need to drop the price by $10K," try asking "What flexibility do you have in the price?"
The seller might surprise you with creative financing options, included furnishings, or a faster closing timeline that's worth more than your original demand.
The Curiosity Advantage
Negotiation isn't about winning or losing. It's about finding solutions that work for everyone involved. When you approach negotiations with genuine curiosity rather than adversarial demands, you unlock possibilities that combative tactics simply can't access.
The airline representative wanted to help—she just needed permission to explore options beyond the standard script. Your real estate counterparts often feel the same way.
Your Turn
Next time you find yourself in a negotiation—whether it's a delayed flight, a real estate deal, or even a family discussion—try leading with curiosity:
- "What options do we have here?"
- "What would work best for you?"
- "How can we make this work for everyone?"
You might be surprised by what becomes possible when you replace demands with questions.
What's the best negotiation outcome you've achieved by staying curious instead of combative? Hit reply and share your story—I read every response.
Dan
P.S. - If you're ready to apply these negotiation principles to your real estate investing journey, I'm accepting new coaching clients. The same curiosity that got me a free night in Athens can help you find deals others miss. Learn more here.