Condensed Chapter 9 Slides

Condensed Chapter 9 Slides - Chapter 9 Negotiation, Ethics...

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“Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner Chapter 9 Negotiation, Ethics and Risk Management in the Contracting Process
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“Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner Major Topics Principles of successful negotiation styles How ethical perspectives influence negotiating styles Adversarial versus cooperative negotiation Aligning Principal and Agent Incentives Traits of successful negotiations The process of negotiation Principal and agent issues in negotiation Risk management in contracting context
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“Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner Negotiation “ The process of contracting for an exchange, a way to achieve cooperation for some type of trade that will meet our objectives” Methods of negotiation are varied and include: 1. Manipulation, or guilt 2. Obligation and loyalty 3. Incentives 4. Penalties 5. Logic and empathy Negotiation used in real estate include: Lease, Contract to buy or sell or rehab, mortgage commitment, etc.
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“Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner General Negotiation Philosophy: Extreme Views The Competitive Approach Principled Negotiation Factors influencing Degree of Cooperation Versus Competition in Negotiating Styles
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Condensed Chapter 9 Slides - Chapter 9 Negotiation, Ethics...

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