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IREM White Paper on Leadership Development: Negotiation

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White Papers If you like this white paper, you may be interested in the other papers in this series. For additional white papers feel free to access our papers on leadership.

As a real estate manager, you must constantly negotiate new management agreements with clients, leases with tenants/residents, and contracts with vendors/suppliers. This leadership white paper provides insight into the best practices for getting the most you can out of a negotiated agreement.

  • Learn ways to tackle the fear generated by having to negotiate something, and discover ways to best achieve your goals.
  • Discover and follow the four key principles when conducting a negotiation, as described in Getting to Yes: Negotiating Agreement Without Giving In (2011).

It’s important to understand that fear of negotiating comes from a feeling that we might not be very good at negotiating and might end up with less than what we want or need. If both parties of a negotiation view it as a “win-lose” situation, both parties are likely to lose—or at least, not “win” as much as they could. The IREM White Paperon Leadership Development: Negotiation explains the most efficient ways to create as much value as possible for all the parties by looking for “win-win” solutions.

Copyright: 2014
Format: PDF; 8 pages

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