Real Estate Dealmaking

Real Estate Dealmaking

A Property Investor's Guide to Negotiating

Book - 2005
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Many property investors lack negotiating savvy, the key to maximizing a real estate deal. In Real Estate Dealmaking, expert and master negotiator George F. Donohue reveals for investors every possible negotiating strategy and tactic to help them create wealth. This is the first and only book dedicated to the negotiating process at each stage of a real estate transaction. Organized sequentially, Real Estate Dealmaking analyzes every negotiation readers will have during the sales process-with bankers, brokers, lawyers, property managers, contractors, sellers, tenants, buyers, and many more.
Filled with examples, readers will learn precisely how to negotiate with the bank to get the best mortgage, how to determine the seller’s motivation and employ it to their advantage, and how to use restoration lease clauses to gain a negotiating edge with tenants. Standout sections on ethics and international negotiation provide insights not found in other books on real estate investment. This thorough how-to handbook includes checklists, worksheets, forms, qualifying questions, and sample contracts. Author Donohue draws upon 28 years of experience and his acumen in business, construction, and real estate to show readers how to enhance their skills, avoid costly errors, eliminate pitfalls, and realize greater profits. "Life’s a negotiation," says Donohue, then he shows his readers precisely how to apply that adage.
Real Estate Dealmaking helps property investors learn:
•The difference between an amateurish negotiation and a well-planned strategic one
•Guidelines for negotiating in any economic cycle
•The motivations of every character involved in a deal-legal eagles, keepers of the coin, brokers, and others
•How to research and prepare a concise negotiating plan

Book News
Appreciating the nuances of business negotiation, Donohue (president, William B. May Commercial Real Estate) explores points to consider when negotiating with partners, banks, brokers, lawyers, sellers, contractors, property managers, tenants, and buyers. The appendices provide sample brokerage agreements, financial statements, and role-playing scripts for practicing negotiation skills. Annotation ©2006 Book News, Inc., Portland, OR (

Simon and Schuster
Negotiating deals may be one of the most intimidating aspects of real estate investing. Yet, even beyond actual sales transactions, there are a number of ways investors can benefit by having strong negotiation skills—and lose by not having those skills.


In Real Estate Dealmaking: A Property Investors Guide to Negotiating¸ veteran real estate professional George F. Donohue provides an in-depth primer for those interested in improving their negotiating skills in all aspects of investing, not just real estate. His thorough overview of numerous negotiating strategies and practical tools will put you in the position to:


* Improve your profits

* Build confidence in all negotiating situations

* Avoid losing a good deal

* Use the motivations of every player to your advantage

* Create win/win situations


Real Estate Dealmaking will prepare you for negotiating in any economic cycle, with any type of property, and in response to any negotiation style. From cover to cover, Donohue offers advice, real-life scenarios, checklists, worksheets, and sample materials to provide a full summary of the negotiation process. This book provides a foundation of knowledge for success in negotiating.

Publisher: Chicago, IL : Dearborn Trade, c2005.
ISBN: 9781419520204
Characteristics: xi, 239 p. : ill. ; 23 cm.


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