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TRUMP STRATEGIES FOR REAL ESTATE CHAPTER 4

Tham khảo tài liệu 'trump strategies for real estate chapter 4', tài chính - ngân hàng, đầu tư bất động sản phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | 4 High-Powered Real Estate Negotiation Techniques and Tactics Key Poinis. The basics of negotiation. The goals at the start of any negotiation. The sources of negotiation power. The five characteristics of a skilled negotiator. Critical dos and don ts of successful negotiation. P.O.S.T.-time for negotiators. I clcphonc ncgoiui ions. Using deadlocks deadlines and delays to your advantage. More tactics and countermeasures. 69 I have been negotiating real estate transactions for giants in the industry for 50 years. But when I was a young lawyer I knew very little about negotiation and as a result i am sure i unwittingly left a lot of my client s chips on the table. Early on I recognized my own shortcomings and decided to make an intensive study of the field of negotiation. I researched the tricks of the trade from books and from the more experienced lawyers or negotiators who were often my adversaries. When they did something that was effective I made it part of my style. Then after 20 years of experience in real estate negotiations I started working with Donald Trump a negotiating genius from whom I learned even more. This chapter is a compilation of techniques I ve learned from negotiating over a thousand real estate deals coupled with Trump s extremely successful variations on the art of negotiating. We have both learned a lot from our association and if you follow the concepts set forth in this chapter and Chapter 3 you will learn much of what I wish I had known when I was a young attorney. By the way almost all of the techniques that are discussed in this chapter and the negotiating principles found in Chapter 3 are applicable to the case studies on Trump investments that appear throughout this book. Once you have digested the meat of Chapters 3 and 4 it will be easy for you to spot how Trump and I used these principles and techniques in the investing case studies. The real estate community is a tough breed to negotiate with. Because each parcel of real estate is