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

and report their findings. Have a title search run and relay any prob-
lems to theother side.However, never forget that the invested time
philosophycould color your decisions as well, if you and your people
are the ones putting in an extensive amount of time and effort. Keep
the work you and your team do to the minimum necessary and get the
other team to expend as much time, money, and energy as you can.

SUMMARY

Consider how a gourmet chef prepares a special dish. The chef starts
with one basic ingredient and then blends it with other items and
spices designed to enhance the overall flavor to please a discerning
guest. Just think of the negotiating principles in this chapter as the
basic ingredient and the negotiating techniques in Chapter 4 as the
enhancers. I have seen all these principles work wonders in multimil-
lion dollar real estate deals, and I know they can help you work
through difficult negotiations with amazing results.

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