Includes index.

Introduction -- Negotiation versus successful negotiation -- The importance of being prepared -- Your negotiation plan -- Fundamentals of a negotiation -- Partners--the other half of you -- Bankers--keepers of the coin -- Brokers--finding the right ones for you -- Lawyers--caging the legal eagles -- Sellers--making them feel comfortable -- Contractors--construct a strategic plan -- Property managers--watch for differing goals -- Tenants--market to them well -- Buyers--taking the driver's seat -- A word about ethics -- Role-playing as negotiators -- Negotiating around the world--cultural nuances -- Appendix A: choices for organizational structure -- Appendix B: sample brokerage agreements -- Appendix C: form for purchasing property -- Appendix D: sample real estate management contract -- Appendix e: "good guy" guarantee form -- Appendix F: sample financial statement -- Appendix G: role-playing scripts -- Glossary of real estate terms.

Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.