The Art of Negotiation

A video course by Dr. Peter Linneman

Professor Emeritus at the Wharton School of Business at the University of Pennsylvania. Founding Chairman of Wharton’s Real Estate Department.  Principal of Linneman Associates, CEO of American Land Fund and KL Realty. Dr. Linneman is widely considered the foremost commercial real estate educator in the United States.

15 segments | Running time: 65

PETER LINNEMAN

TOPICS INCLUDED

Don't Force A No

Tying Up A Deal

Using Back Channels

What's The Best Negotiation Style

How Do You Establish A Price?

Information

Closing Issues

Things I Hate About Negotiation

Using And Controlling Lawyers

Biggest Mistakes & Lessons Learned

Be Creative

Re-trade

What Cannot Be Compromised

The Truth Behind Your Opposition

Gathering Information in Negotiations

Should You Leave Money On The Table

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© 2019 by Linneman Associates.