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|  | More Resources The Art of Principled Negotiation David Beson, Real Estate Business, Council of Real Estate Brokerage Managers and Council of Residential Specialists. rmotoolkits__ArtPrinpNeg.pdf Buyer Motivation = Human Needs Jack Harris and Sue Young, NATIONAL ASSOCIATION OF REALTORS® rmotoolkits__Buyer_Moti.pdf Contingencies and the Contracting Process Douglas M. Bregman and Peter G. Miller, Real Estate Today , NATIONAL ASSOCIATION OF REALTORS®,January 1984. rmotoolkits__Contingencies.pdf 8 Tips for Presenting Offers Lorraine T. Prevost, Georgia REALTOR®, Georgia Association of REALTORS , May/June 1993. rmotoolkits__8_Tips_For_Presenting_Offer.pdf Great Gads. There Are Multiple Offers Niel Thomas, Real Estate Today, NATIONAL ASSOCIATION OF REALTORS®,October 1998. rmotoolkits__great_gads.pdf How to Handle Multiple Offers to Purchase Leigh-Alexandra Basha, Northern Virginia, REALTOR®, Northern Virginia Association of REALTORS®, April 19, 1989. rmotoolkits__legal_perspective.pdf Negotiating Buyer Offers Phil Mitsch, Michigan REALTOR®, Michigan Association of REALTORS®, June/July 1995. rmotoolkits__Nego_offers.pdf Negotiation Made Easy Gary Tharp, Real Estate Today, NATIONAL ASSOCIATION OF REALTORS®,August 1993. rmotoolkits__Negotiation_made_easy.pdf Preparing Agreements of Sale Phil Mitsch, Michigan REALTOR®, Michigan Association of REALTORS , November/December 1996. rmotoolkits__preparing_agree.pdf What Makes People Buy? Ed Hatch, Real Estate Business, Council of Residential Specialists and the Council of Real Estate Brokerage Managers, Winter 1993. rmotoolkits__What-makes-people-buy.pdf When Is An Offer Accepted? Greg McClelland, Michigan REALTOR®, Michigan Association of REALTORS®, October 1994 rmotoolkits__When_offer_accepted.pdf Material provided in part by NAR's Information Central; Virtual Library resources provided by NAR's Information Central Negotiation Web Sites The ADR (alternative dispute resolution) Resources site is a great place to learn more about the negotiating techniques used by mediators. Christopher Knight’s Tops7Business site a series of negotiating tips, including ideas for using e-mail. Monster’s Negotiating Forum offers access to a library of articles on the topic. Much is geared to salary negotiation, but some tips are valuable. Negotiation Dirty Tricks gives you tips and tactics to counter the scoundrels, courtesy of the faculty at the University of Washington in Seattle The Negotiation Skills Company is primarily a company that wants to sell you training, but the site does offer some useful articles and FAQs on negotiating. The Program on Negotiating at Harvard Law School isn’t real-estate specific, but it’s a great place to order general educational materials to improve your negotiating skills. | |