Posted by Eduardo (OR) on June 08, 1999 at 18:37:24:
Any of the calculator courses sold here at this site would be excellent. Cameron Dunlap’s material is not just oriented toward real estate paper and includes a calculator.
Knowing how to negotiate is not just a “flying by the seat of your pants” sort of thing. I used to think all I needed to know were the real estate tips, traps, and secrets. I had read several negotiating books by Herb Cohen, Roger Fisher and others. Then one day I discovered Give and Take, by Chester Karrass, on negotiating techniques. It changed my life. This is a book specifically on tactics people use as opposed to theory. It lists hundreds of them. I have since collected a large library on real estate subjects and have taught courses on real estate and negotiating. Karrass’ book is still the best, followed by two other books on negotiating tactics (you only need one of these), Pocket Negotiator by Gavin Kennedy and Negotiation Tactics by David Churchman. I still carry a copy of Karrass’ book in my car to read at odd moments. You don’t have to memorize a lot of stuff–just be aware of how certain techniques work so you can use them when you want to and recognize them when someone is using them on you (and they will!). One comment: Probably the most misunderstood and misused approach that stamps one as a rank beginner in negotiating involves the mistaken belief that to get what one wants one must show toughness and attempt to dominate the other party by running them or their property down. Nothing could be further from the truth. It’s insulting and turns people off. I see beginners advising this to others on this message board (“Your property is overpriced;” “The lease says no pets, get rid of your dog”). I’m in the business to make money not make people mad at me. The idea is you get more by being nice to people and trying to get them to like you (“you sure have a nice property here, I wish I could afford to pay more for it;” "Hey, that’s a good-looking dog, it’s too bad he triggers that extra $100 a month pet fee in the lease, are you sure you want to keep such a costly guy?). All the time smiling and nodding. I’ve found the most important thing in real estate is, “negotiate, negotiate, negotiate.” I do it all the time–sure is fun to be a winner and have them like you too.
Sorry for long post (dedicated to JPiper, master of the long post–every word a gem). --Eduardo