"The best negotiation begins before the first offer is made."

An interview by “Gazeta Polska Costa” with Adam Czernia—a Polish Licensed Real Estate Agent and CIPN® (Certified International Professional Negotiator), Certified Negotiator.

How did you become a Licensed Real Estate Agent and a Certified Negotiator?

To work as a licensed real estate agent, I had to obtain the necessary credentials. However, I wanted to do more than just meet the formal requirements. Negotiation has long been an area that has interested me greatly, so I decided to develop these skills professionally as well and earn a certification as a negotiator. Interestingly, the beginning of this story had nothing to do with real estate. It all started with the Elche CF vs. FC Barcelona game. I bought three tickets for myself, my son, and a friend. They were part of a block of four seats next to each other, so during the game we sat right next to the Spaniard from whom we’d bought them.

The man was wearing a very distinctive pair of shoes. It caught my attention and got us talking. At one point, it turned out that my Polish friend, who was sitting next to me, was actually looking for a Spanish company to work with. What started as a casual conversation turned into my first serious negotiation experience, and the two men continue to work together to this day. That meeting made me realize how much can come from being curious about others, listening attentively, and recognizing shared interests. I decided to develop these skills professionally. Today, I use them primarily when working with clients in the real estate market.

In your case, doing business in Spain is also a family affair—is your 14-year-old daughter also getting used to life in Spain?

Definitely yes. My daughter is growing up in this environment; she is trilingual and fluent in Polish, Spanish, and English. This multilingualism, the way it has naturally found its place in Spanish culture, and the daily support I receive from it are of immense value to me.

As a Certified Negotiator, do you deal exclusively with real estate negotiations?

Real estate is a very important part of my work, but I also assist clients with negotiating the purchase of cars, boats, and other high-value items throughout Spain. I am based in Dehesa de Campoamor and Puerto de Mazarrón, but I operate throughout Spain. In every case, I start by understanding the client's needs, reviewing the terms of the transaction, and determining what we actually want to achieve. However, one of the most important transactions you carried out was for yourself. Yes. And I'd like to share this story because it illustrates very well what negotiation means to me.

In July 2026, I bought my second property in Spain—a chalet with an area of about 110 m² and a private, fenced-in garden in Puerto de Mazarrón. The final price after negotiations was 80,000 euros. The chalet has a living room, a kitchen, four bedrooms, two bathrooms, a patio, and a balcony on the first floor. The sandy beach is about 750 meters away, and the school, a Mercadona—with a covered parking lot, which I obviously really appreciate—and a playground are about 250 meters from the house.

Why was the price so attractive?

The chalet needed a complete renovation. I figured it would cost about 50,000 euros. There was also no pool or private parking space. However, I can park right next to the chalet because the street is impassable. So I looked at the purchase as a whole. 80,000 euros for the property plus about 50,000 euros for renovations came to about 130,000 euros, even before adding transaction costs. For me, what really made this property stand out was its location and the opportunity to customize it exactly the way I wanted.

So where did the negotiations come into play?

During our conversations, I learned that the homeowner plans to use part of the proceeds from the sale to buy a van. I had a vehicle that met his needs, so I made him an offer that I thought was attractive. In the end, he decided to buy it from me. These were two separate transactions that allowed us to get to know each other better and build mutual trust. The seller also became my client, and I got one step closer to buying a house. This story illustrates very well why, in negotiations, it’s important to listen to everyone who actually has a say in the sale—for example, both spouses. Each person may have different needs, different priorities, and see different opportunities. Once we have a clearer picture of the situation, it will be easier to discuss not only the price but also the terms that could be satisfactory to both parties.

What is most important to you during negotiations?

Getting to know the person on the other side of the table. I listen carefully, ask questions, and try to understand what really matters to him. Sometimes it will be the price. Other times, it will be the closing date, the condition of the property, the resolution of a specific issue, or simply the assurance that the transaction will proceed smoothly and without unnecessary complications. When I understand the needs of both sides, it's easier to find a solution that benefits my client. For many people, negotiations are primarily associated with the question: “How much can you knock off the price?” Is that true for you, too? This question often comes up way too early. First, I want to know why the owner is selling the property, what matters to him, and under what terms both parties can reach an agreement. Price is part of the conversation, but it’s very rarely the whole conversation.

So what do you do before submitting a bid?

First and foremost, I prepare a market analysis and recommend a starting price to the client. If a formal appraisal is needed, I also use the services of an appraiser. It's hard to negotiate effectively if we don't know exactly what we're buying and how much it will actually cost us.

What if a client falls in love with a property at first sight?

I understand that. You also buy a house with your heart. My role, however, is to ensure that the customer's enthusiasm does not take away their freedom to make decisions. That's exactly when calm questions are needed the most.

Does a good negotiator have to be tough?

He should be firm on issues that are important to the client, but at the same time considerate of the other party. You can often achieve more by asking the right questions and giving the other person time to respond than by trying at all costs to dominate the negotiating table.

Is it possible to succeed in negotiations without getting a big discount?

Of course.

A convenient closing date, furnishings included in the price, or resolving a specific issue before the purchase may be more important to a customer than an additional discount of a few thousand euros. That is why I measure the success of negotiations primarily by what the client actually gains.

When do you advise a client to let it go?

When the conditions no longer meet his needs. Knowing when to walk away from the table is also part of the negotiation process. Buying real estate shouldn't be a decision made just because it would be a shame to miss out on an opportunity.

You are the captain of the Polish soccer team Blanquirrojos F.C., as well as a licensed real estate agent and certified negotiator. Do you see any similarities between leading a team on the field and guiding a client through the negotiation and home-buying process?

Yes, and it's definitely bigger than it might seem at first glance. Whether on the field or in negotiations, what matters most isn't who speaks the loudest, but who can stay calm, assess the situation, listen to others, and make the right decision at the right moment.

As captain, I’m aware that I’m not just playing for myself. Every word I say can affect the entire team. It’s the same when working with clients—buying real estate is often one of the most important financial decisions in a person’s life, which is why I can’t view it solely through the lens of closing a deal. On the field, you need to know your players, their capabilities, and their strengths. In negotiations, you need to identify the client’s needs, but you also need to understand the other side. Only then can you develop the right strategy. And there's one more thing that connects these two worlds—responsibility. A good captain doesn't promise the team that every game will be easy. Likewise, a good negotiator shouldn't promise a client that every property can be purchased at the desired price. His job is to prepare, anticipate, respond to changing circumstances, and—when necessary—say, “Let’s not make this decision. Let’s wait for a better time.” Because in both soccer and real estate, it's not always the one who acts the fastest who wins. Sometimes, the one who can wait for the right moment wins.

What surprises customers the most about the way you work?

I guess it's that I listen a lot before I start talking about the price. The client should know why we are making a specific proposal, what our arguments are, and what we will do if the answer is no. Confidence in negotiations comes primarily from preparation.

What message would you like to leave your readers with?

You can fall in love with a house in just a few minutes. The decision to buy it will remain with us indefinitely… I know that for many people, the money they set aside for a home is the result of many years of work, saving, and sacrifice. That is why I approach every negotiation with a great sense of responsibility. I want clients to be able to enjoy their dream home, knowing that someone has ensured a fair appraisal of the property, proper preparation of the transaction, and the best possible purchase terms.

What gives me the greatest satisfaction is the moment when a client signs a contract, confident that their hard work has been respected and that they have made their decision calmly and with full awareness.