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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. Realty411Guide.com PAGE 14 • 2017 Continued on pg. 16 reWEALTHmag.com