“The fellow who says he'll meet you halfway usually thinks he's standing on the dividing line"                   ...Orlando A. Battista 

• Analyze interests, issues, and positions to understand and advance negotiating situations. 
• Adopt a more productive style when negotiating as a principal.
• Be more adept at avoiding dead-ends and impasses. 
• Understand and use win/win techniques to develop and enhance long term relationships.
• Orient the negotiation toward the goal of Durable Settlement. 
• Develop "psychological satisfaction" as well as substantive satisfaction. 
• Negotiate more satisfying commission and fee arrangements.

Gary Tharp, CCIM, has been developing, selling, and leasing commercial real estate for more than a third of a century, in Florida, Puerto Rico, Hawaii, and Virginia.  He has helped thousands of brokers to polish  their negotiating skills and maximize their earning  power.  A popular  CCIM instructor, author, owner, broker, and fee consultant, Mr. Tharp is one of the most practical and down-to- earth real estate trainers in the country.

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