Real Estate QUIZMASTER

Real Estate QUIZMASTER Definitions Analytical Authors Risks Miscellaneous 100 100 100 100 100 200 200 200 200 200 300 300 300 300 300 400 400 400 400 400 500 500 500 500 500 “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Definitions for 100 • An attempt by one negotiating party to claim contractual agreement or commitment on an individual issue, where the other party has presented an attractive position “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Definitions for 200 • A behavior that individuals • can come to expect from • other individuals in • specific circumstances “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Definitions for 300 • The process of contracting • for an exchange “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Definitions for 400 • B A T N A “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Definitions for 500 • The presentation of positions that are generally • extreme or positional in nature “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Analytical for 100 • The _________ approach is based on the premise that current deal is the most important deal “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Analytical for 200 • Simple contract negotiation that are concerned about only one attribute of interest to both parties are essentially ___________ by nature “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Analytical for 300 • Someone who cares about the long run relationships and reputation will employ the ________approach “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Analytical for 400 • The ______ advocates • would suggest that if you • think you are being misled, • or games are being played, • to confront your opponent immediately “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

DAILY DOUBLE “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Daily Double Analytical for 500 The opponent is seen as an adversary in the __________ method of negotiation “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Authors for 100 • Getting Past No “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Authors for 200 • The Art of War “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Authors for 300 • Book of Five Rings “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Authors for 400 • The Magic of Mergers “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Authors for 500 • Getting to Yes “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Risks for 100 The main type of risk for a developer, in negotiating long leases with foreign tenants when financing is provided by a foreign bank “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Risks for 200 The main type of risk involved when items on a property need to be replaced “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Risks for 300 • The main type of risk involved when the potential loss of a key tenant could drastically reduce returns on the property “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Risks for 400 • The type of risk involved when most of the returns are in cash “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

The main type of risk involved when a property needs to be refinanced Risks for 500 “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Miscellaneous for 100 • The objective of the principal is to set up ______ in such a way that an agent will maximize what is best for the principal as well as the agent “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Miscellaneous for 200 The summed maximum benefits to all parties “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Miscellaneous for 300 • The better the BATNA, the _____ the negotiating leverage that exists “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Miscellaneous for 400 • Risk can be shifted from one party to another through __________ “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Miscellaneous for 500 • Expected behaviors might also be referred to as ______ when they relate to voluntary courtesies “Real Estate Principles for the New Economy”: Norman G. Miller and David M. Geltner

Real Estate QUIZMASTER