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| Be a Winning Negotiator | |
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| You Can Negotiate Anything | |
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| When There's Apparently No Negotiating Room | |
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| Everything Else Is Negotiable, Too! | |
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| Is It Hard to Learn to Be a Good Negotiator? | |
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| Is It Really Worth the Effort to Negotiate in Real Estate? | |
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| Knowledge Gains You the Upper Hand | |
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| Who Has the Knowledge? | |
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| Knowledge Is Power | |
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| Knowledge Affects Negotiations in Every Aspect of a Real Estate Transaction | |
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| How You Present a Property Can Mean the Difference Between a Sale and No Sale | |
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| Knowing Market Conditions | |
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| Negotiating Tools | |
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| And More | |
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| Remember, It's Strictly Business | |
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| Never Take It Personally | |
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| Beware of Choosing "Nice" People to Represent You | |
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| Only Deal with People Who Have the Power to Decide | |
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| Deal Directly | |
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| Always Strive for the High Moral Ground | |
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| The Rules of Time | |
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| Invest in Time | |
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| Set a Deadline | |
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| Act in a Timely Fashion | |
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| The Psychology of Negotiating | |
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| Push Back at the Put-Down | |
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| Don't Waver over Your Expertise-or Lack Thereof | |
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| Bring It Out into the Open | |
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| Be Irrational Occasionally | |
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| Strive to Be a Beginner | |
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| Always Ask Why | |
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| Challenge Their Words | |
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| Try Using a List | |
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| Listen Carefully | |
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| Listen to What's Behind the Words | |
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| Question Authority | |
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| Challenge the Authority's Credentials | |
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| Five Basic Tactics Negotiators Use | |
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| Always Give Yourself Another Option | |
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| Only Work on Issues That Can Be Resolved | |
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| Never Respond to an Offer That Can't Be Closed | |
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| Don't Stick to the "Pie" Analogy or "Bottom Line" Reasoning | |
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| Remember that Some Deals Can't Be Made, No Matter What | |
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| Walking Away a Winner Is No Baloney | |
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| Negotiate the Actual Offer (Including Counteroffers) | |
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| Arriving at the Terms of the Deal | |
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| Price and Terms | |
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| The Deposit | |
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| Financing Contingencies | |
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| Dealing with Time | |
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| Other Contingencies | |
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| Buyer's Final Approval and Walk-Through | |
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| Get a Better Deal When Buying a Foreclosure | |
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| What Is a Bank-Owned Property? | |
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| Why Dealing with a Bank Is Better | |
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| Why Dealing with a Bank Is Harder | |
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| Making the Offer | |
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| Dealing with the Bank's Intransigence | |
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| Dealing with a Low Appraisal | |
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| Concluding the Purchase | |
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| Fend Off a Lender That Wants to Foreclose | |
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| How Did This Happen to Me? | |
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| The Turn Down | |
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| Slow Down the Process | |
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| Case History: Playing the Lender | |
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| Ask for a Deed in Lieu of Foreclosure | |
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| Another Case History: A Deed in Lieu | |
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| Try a Short Sale | |
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| Walk Away | |
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| Review Your Options | |
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| Sell Your Home When You Owe More than It's Worth (Short Sale) | |
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| Are There Any Drawbacks to a Short Sale? | |
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| Are There Benefits to a Short Sale If You Can Still Make the Payments? | |
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| Why Would a Lender do a Short Sale? | |
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| How to Do a Short Sale | |
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| What to Do if You Have a Second Mortgage | |
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| How to get Secondary Mortgages to Sign a Release | |
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| Watch Out for Deficiency Demands | |
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| Who Pays the Commission and Other Sale Expenses | |
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| How to Put Pressure on a Lender to Act | |
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| How Closely to Work with Your Agent | |
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| Watch Out for Scammers | |
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| Forms and More | |
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| Successfully Buy a Short Sale | |
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| The Short Sale Hurdles | |
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| Negotiate with the Seller | |
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| Get the Right Agent | |
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| Talk to the Seller's Agent | |
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| Coax the Buyer to Accept Your Offer | |
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| Negotiate with the Lender | |
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| Keep in Touch | |
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| Forms and More | |
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| Win a Bidding War | |
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| For Buyers Only | |
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| When the Bidding War Starts | |
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| Negotiating in a Difficult Market | |
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| Look for Fixer-Uppers | |
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| For Sellers Only | |
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| Understand "Forward Pricing" | |
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| Purposely Underpricing | |
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| Negotiate. Negotiate. Negotiate. | |
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| Negotiate a Lower Commission Rate When You Sell | |
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| From the Agent's Viewpoint | |
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| From the Seller's Perspective | |
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| How Does the Commission Impact the Agent's Role in Selling? | |
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| Offering a Good Commission Rate to the Selling Agent (the One Who Produces the Buyer) | |
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| Adding a Bonus | |
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| What About Negotiating a Lower Commission for Your Listing Agent? | |
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| Should You Tie the Fee to the Services Performed? | |
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| Should You Deal with Discount Brokers? | |
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| What About Negotiating the Commission as a Percentage of Equity? | |
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| Can You Get the Agent to Accept Paper Instead of Cash? | |
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| Should I Try Negotiating Directly with the Other Party? | |
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| What If the Agent Throws Up a Roadblock? | |
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| Would You Be Better Off Having a Separate Buyer's/Seller's Agent? | |
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| Can an Agent Work Against You? | |
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| Strictly from the Buyer's Viewpoint | |
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| The Agent Answer | |
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| Argue for a Better Appraisal | |
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| When the Lender's Appraiser Says "No!" | |
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| How Do You Challenge a Lender's Appraisal? | |
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| Appraisal Costs | |
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| Can You Challenge the County's Appraisal? | |
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| When You Decide to Appeal | |
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| How Do You Appeal an Improvement? | |
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| Negotiate Personal Property | |
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| Very Personal Property | |
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| Negotiating to Get Personal Property Included in the Deal | |
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| Keeping Personal Property Out of the Deal | |
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| Even Personal Property Is Negotiable | |
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| Pressure a Builder over Price and Upgrades | |
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| Dealing with the Builder's "Front" | |
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| Submitting Your Own Offer | |
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| What You Can Negotiate | |
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| Understanding the Builder's Costs | |
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| Negotiating for Options | |
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| Knowing What You Want | |
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| The "Upgrade" Trap | |
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| Getting an Option Discount | |
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| Mortgage Buy-Downs | |
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| Gain an Advantage from the Inspection Report | |
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| What Is the Professional Inspection Report? | |
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| How to Leverage the Inspection Report into a Better Deal | |
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| Renegotiating | |
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| Preinspected Homes | |
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| Why Would Sellers Want a Home Inspection? | |
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| Dealing with Lenders | |
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| Does a Defect Need to Be Corrected? | |
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| Buyers Who "Set Up" Sellers | |
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| The "Aboveboard" Approach | |
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| Deal Points When Buying Investment Property | |
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| Negotiating the Price of Income Property | |
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| How to "Negotiate" Rents | |
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| How to Negotiate Deposits | |
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| How to Negotiate Financing | |
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| Negotiate Your Way Out of Closing Problems | |
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| What Can Go Wrong? | |
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| What Can You Do to Avoid Closing Problems? | |
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| What Do You Do When Things Go Wrong? | |
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| Who Controls the Escrow? | |
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| Who Pays the Escrow Fees? | |
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| Glossary: The Language of Real Estate | |
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| Index | |