AHQ Council · San Diego: Negotiation, LOIs & Seller Psychology

​AHQ Council · San Diego

​Negotiation, LOIs & Seller Psychology

​August 28, 2026

​Deals are won or lost long before the final purchase agreement.

​This AHQ Council fireside chat brings together a buyer and a broker or seller advisor to unpack how negotiations actually unfold and how seller psychology shapes outcomes during letters of intent and beyond.

​Rather than tactics in isolation, this conversation focuses on the human and strategic dynamics that influence trust, leverage, and deal momentum.

​Topics include:

• ​How sellers evaluate offers beyond price

• ​Common mistakes buyers make in LOIs

• ​Negotiation strategies that preserve goodwill and leverage

• ​When to push, when to pause, and when to walk away

​You will walk away with:

• ​A clearer understanding of how sellers think during negotiations

• ​Practical insight into structuring LOIs that move deals forward

• ​Better tools to negotiate without damaging relationships

​This session is designed for buyers who want stronger positioning at the table and cleaner paths to closing.