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STRATEGY
Approaches to
START OUT EARLY
Negotiations begin at the first
encounter (e.g., phone inquiry).
Many people think the initial
pleasantries are just that, and the
formal negotiations will begin
later. Not so.
The superior negotiator will
have already begun gathering
information and setting expec-
tations. Start early so you don’t
have to catch up.
REAL ESTATE
NEGOTIATION
ARTICLE BY BRUCE KELLOGG
INTRODUCTION
THE THREE ELEMENT
There are three elements to any
negotiation: 1) Information, 2)
Negotiation, unfortunately, is not taught much to real estate profes-
sionals, or to investors. International, corporate, and purchasing
courses exist, even to the extent of Master’s degrees, but real estate
has not received the same coverage. This article aims to help that.
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