The Art and Science of Real Estate Negotiation addresses a practice that is indispensable to real estate success: negotiation. Negotiation principles and fundamentals affect real estate buyers’, sellers’, and investors’ results.

Read this book and be(come) a powerful real estate investor who nets results and dollars. Plus, improve your everyday communications along the way.

The Art and Science of Real Estate Negotiation is the third volume in The Real Estate Investor Manuals.

It draws upon the author’s knowledge base and her 20-year experience as a real estate professional and a real estate investor.

So why not hone your skills with knowledge and experience captured in this book written by an industry veteran?

Topics include:

* Real estate-specific negotiating.
* Negotiation principles.
* The real estate negotiation process.
* How to establish rapport.
* Discerning the other party’s motivation.
* Solve problems. Get results.
* Negotiation strategies and tactics.
* Avoiding negotiation traps and pitfalls.
* And much, much more…

Whether you want to be a better negotiator, close more real estate deals, or increase your bottom line, this book is for you!

Read it now!

Targeted Age Group:: Adults

What Inspired You to Write Your Book?
As a real estate broker for 20 years, negotiation is integral to all I do. However, few books about negotiation specific to real estate exist. This book seeks to fill that gap, while presenting the material in an engaging way.

Since you have no additional note field, I am putting my note to you here. The ebook links for Amazon, Kobo, Google Play, Draft2Digital and StreetLib will go live on December 1. Please let me know how to provide those links to you at that time.

The ebook promotion at $2.99 runs from December 4 through December 7.

Note also that the book is available as a paperback from D2D and Amazon (already live on Amazon) and as a hardback from IngramSparks.

Last, the audio book is in production and its estimated launch is in late December.
Thank you!

Gabrielle

Book Sample
PREFACE

Negotiation took on new meaning when I traveled to Nepal to trek the Himalayas in 2016. The trek brought me in contact with a different world, one replete with new understanding. I interacted with many people in those gorgeous mountains. Most were gracious people. Living in the Himalayas equates to going back in time: inhabitants of ancient villages maintain the same lives their ancestors had centuries before them. They depend on yaks, their own two feet, hard physical labor, community, and ingenuity.

All the while those younger than thirty sported cell phones, one of the few modern inventions that has reached them. But far from the big cities, the Himalayan mountain people lead simple lives exposed to nature, its cycles, bounty, treachery, and beauty.

In contrast to the Nepali mountain people’s lives, the trekking routes controlled by the Nepali government bring in the outside world, foreigners working out for fun and novelty. Those foreigners look different, speak other languages, and know luxury. They have much compared to the locals. The locals sell them food, candy, shawls and run guest houses along the route. All of them have uniform pricing and uniform menus, stipulated by the government. But some trekkers and tourists still feel they must haggle, a variant of negotiation.

After the trek, I explored Kathmandu. I imagined finding a Salwar pantsuit or have one tailored. The Thamel Marg, the ancient market labyrinth in the heart of Kathmandu, was sure to offer this. Off I went, weaving through narrow uneven streets, filled with shops and street vendors, passing innumerable stores selling dental protheses. This struck me as strange, as something I needed to know more about… But that is another story.

The streets and the market were alive. Many people pushed through their tight spaces, adding to the colorful mélange of spice vendors displaying their offerings of pots and pans, clothing and shoes, plastics and books dangling from makeshift carts or from rails in front of old buildings or carts. Dust and heat settled on all of them as they sat amid much left-over rubble from the big 2015 earthquake.

Most people in the market labyrinth were locals vying for wares. The few tourists were easily recognizable by tennis shoes, Teva sandals, backpacks, and cameras. Those tourists, me included, sported a distinct look, making it easy for vendors and beggars to solicit them to buy goods or for some money.

Everyone converged on the two major plazas, brought there via uneven alleys from all directions. My senses took in the colors, the dust, the garbage, the rubble, the ornate altars and temples in many corners, and the many offerings. The clothing that hung in plain view along the streets seemed cheaply made. It was nothing I wanted. Hoping to find better quality, I kept on, only to realize some time later that a novel approach was in order. But which approach?

The answer appeared before my very eyes, as if heaven sent: two beautiful well-dressed Nepalese women, sisters or friends perhaps, crossed my path. My gaze trailed them as they stopped at several stands, touching garments, and clearly discussing them. They appeared as dissatisfied with the wares as I was and suddenly dove into the tiniest entry in between stands, one I would never have seen on my own.

Aha, I thought, they are my ticket.

I arrived at the entry just as they turned a corner in what appeared to be a walkway, not much wider than a hiking trail, inside the building. I followed and saw diverging paths leading to various shops I would never have suspected there, small low-ceilinged catacomb-like rooms that had more access routes behind them. They seemed to go on endlessly into a world apart from that on the street, now only a few hundred meters behind me.

The women led me right to a tailor’s shop, Shabu’s shop where the walls lined with shelves full of cloth, floor to ceiling. I found myself in a different world. The ladies had left their shoes at the entry. They sat on a small backless bench surrounded by pillows covering the entire floor, talking with the proprietor. Concentrating on their business, they did not notice me, but the tailor shot me a quizzical look. Undeterred, I nodded in his direction and gestured that I had time and would wait. 

What unfolded was worth the wait of about half an hour. Time did not seem to matter there. Barefoot, I seated myself on the cushioned floor while the tailor and the ladies had an animated leisurely conversation about various cloths which a young woman, either his wife or an assistant or both, brought upon request. The tailor clearly knew them.

They bantered about one particular cloth. Interested, the ladies exchanged glances, handled the cloth, handed it back. They vigorously shook their heads as he pointed out the fine points of the cloth by showing it off. This went on and on, and neither party appeared in any hurry. The headshaking intensified—on both sides. Accompanied by serious faces, smiles, and silence.

Finally, the ladies got up, sweetly smiling at him, and walked out. I imagined them returning in a few days and picking up the threads of the negotiation that would bring them closer to owning the cloth, having it perfectly tailored and paying the right price.

While I will never know the outcome of their negotiations, I learned much about negotiating from them. Without understanding so much as one Nepali word, the lessons were priceless. They lent nuances to my own negotiation arsenal as a real estate broker and as an investor. They map across to everyday life issues and matters that require negotiation.

I then realized that although several excellent books on negotiation exist, only some address negotiating real estate. That is how this book took shape. Now, I hope you find it as interesting and valuable a tool to improve your negotiating skills and excel in them as I did in writing it. And I promise to tell you about my pantsuit negotiations with the Nepali tailor later.

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