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The Complete Guide to Buying and Selling Apartment Buildings Chapter 9-10

Chương 9 Chiến lược đàm phán và Tiến trình khảo sát tính khả thi Chương 10 Bỏ vốn cho việc mua lại doanh nghiệp | CHAPTER 9 All the strength and force of man comes from his faith in things unseen. He who believes is strong he who doubts is weak. Strong convictions precede great actions. JAMES FREEMAN CLARKE Negotiation Strategies and the Due Diligence Process C . . hapter 7 describes the financial analysis principles used to value income-producing assets in considerable detail and Chapter 8 discusses the practical application of those principles so by now you should have a fairly good understanding of the valuation process used to analyze multifamily properties. Once you have identified a value-play opportunity and have determined through your research and analysis the maximum amount you are willing to pay for a property the next logical step is to negotiate for the best possible price and terms. Upon reaching an agreement that is acceptable to both parties you are then ready to implement your due diligence process. This chapter explores the five cardinal rules of artfully and skillfully negotiating the best deal possible and then examines a step-by-step approach to performing the required due diligence. 175 THE COMPLETE GUIDE TO BUYING AND SELLING APARTMENT BUILDINGS Five Cardinal Rules of Successful Negotiation Negotiating the purchase price and terms of your acquisition requires a combination of art and skill. As in playing a game of poker you must be careful not to reveal your own hand while simultaneously attempting to force the hand of your opponent. The master negotiator will implement every one of the cardinal rules of successful negotiation. Five Cardinal Rules of Successful Negotiation 1. Engage a competent broker to act as your intermediary. 2. Justify your offering price armed with the seller s operating statements. 3. Know why the seller is selling. 4. Safeguard yourself with a 30-day free look. 5. Know when to walk away from a deal. Rule I Engage a Competent Broker Hiring a qualified and capable real estate broker to represent you as your fiduciary agent can .