The Negotiation Reality in Real Estate
In the real estate world, permeated with high-stakes and complex transactions, negotiation is a crucial skill to achieve and sustain success. Tried and tested adversarial negotiation tactics are falling into obsolescence and giving way to a new approach. In our practice briefing* for real estate professionals, recently published in the Journal of Property Investment & Finance, my co-author Thomas Wiegelmann and I examine the forces driving this shift and propose a…

