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TR U M P STR A TEGI ES FO R R E A L ESTA TE

estate negotiation is also unique. Developers and landlords are often
big risk takers and typically shrewd negotiators, whether dealing in
small properties or in multimillion dollar properties. But if you fol-
low the guidelines set forth in this chapter you will be able to swim
with the “sharks” without becoming their lunch.

THE BASICS OF NEGOTIATION

Although each of us has been negotiating our entire lives, we know
little about it and just do what comes naturally. That’s a huge mis-
take! Negotiation is such an important part of life I am constantly
amazed at how little time people spend developing a good technique.
One of my main purposes in writing this book is to help you improve
your understanding of negotiation and develop the skills necessary to
achieve success.

What Is Negotiation?

In my negotiation seminars at New York University, I ask my stu-
dents every year: What is negotiation? The three best answers I’ve
heard are these:

1. It is one aspect of life where there are no governing rules.
Lying is not only permitted, it is an accepted practice.
2. It is accepting an available compromise as a substitute for that
which you really thought you wanted.
3. It is a journey to an imaginary destination without a road
map where all the signposts and directions are intentionally
misleading.

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