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IN D E X

Negotiations (Continued) exclusivity, 81
“invested-time” philosophy, using, fear of superiority in others, 82–83
66–67 freebies, 83
investment pie, dividing up, 149 invested time philosophy, 84–85
key points, 45, 69 little-at-a-time approach, 81
legitimacy, aura of (not being misled one good turn theory, 83–84
by), 56–61 power of a simple solution, 84
loan agreements, 144–145 satisfaction, need for, 81–82
never trying to get something for Ziff ’s Principle of Least Effort, 83
nothing, 149 knowledge of subject matter, 77, 78–79
P.O.S.T. acronym, 89–90 personality, 77, 78
Persons attending, 90 Newsweek building, Madison Avenue,
Objective, 90 213
Strategy, 90 New York City:
Tactics, 90 Board of Estimates, 13, 16, 17
power, sources of, 76–77 Building Department, 41
company policy, 76 statute giving tax benefits to
good record keeping, 76 developers, 108
knowledge, 76 Trump versus aura of legitimacy,
preprinted forms, 76 59–60
risks, willingness to take, 76–77 New York State, 5, 212
time, 77 New York Times, Trump ads in, 189–190
preparation/planning, 61–62, 89–90 Nike, 38–43
principles, 45
questioning whether to continue, Olympic Airways, 40–42, 111
74–76 Onassis, Aristotle, 40–41
quick deal, avoiding, 62–66 One-good-turn theory, 83–84
reviewing, post-negotiation, 91 Organization of information
techniques/tactics: (negotiations skill), 77, 79–80
change-of-pace, 97 Out-of-the-box thinking, 37
deadlines, 94–95 Overpayment, smart, 29–31
deadlocks, 93–94 Owner-occupants, high-leverage loan
delays, 95–96 programs for, 150–153
take-it-or-leave-it, 96 FHA 203(b), 150
you’ve-got-to-do-better-than-that FHA 203(k), 150–151
(“The Crunch”), 96–97 FHA qualifying assumptions, 151
telephone, 91–93 FHA/VA 203(v), 150
Negotiator characteristics/skills: FHA/VA nonqualifying assumptions,
ability to find/exploit weaknesses, 77, 151
85–86 HUD homes, 151
ability to organize information, 77, real estate owner (REO), 152
79–80 VA mortgages, 151
checklist of open issues, 80 VA qualifying assumptions, 151–152
spiral notebook, 79–80
we-they list, 80 Palm Beach. See Mar-a-Lago Club
wish list, 80 Palmieri, Victor, 10, 16
knowledge of human nature, 77, 81–85 Partnerships, real estate:
admitting mistakes, 84 business plan, 148
aura of legitimacy phenomena, 81 communication, periodic, 147
deadline syndrome, 84 control, 147

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