...Thomas Wiegelmann; Horacio Falcão Purpose Cross-cultural negotiation adds complexity to an already demanding professional reality. In our previous work, we introduced a comprehensive negotiation framework tailored to real estate professionals (Wiegelmann and Falcão, 2024, 2025) and distilled key...

...Thomas Wiegelmann; Horacio Falcão Purpose The purpose of this briefing, which is Part II of a two-part series, is to address the challenges faced by real estate professionals in negotiations, advocating a shift from traditional win-lose strategies to a value win-win approach and providing a path...

...Thomas Wiegelmann; Horacio Falcão Purpose The purpose of this briefing is to highlight the critical importance of negotiation skills in the everyday lives of real estate professionals. It delves into how negotiators must improve their negotiations skills given the negotiation-intensive nature...

... Real estate valuation Client influence Behavior research Public company transaction Negotiation Taiwan Valuation is the basis to find out the market value in real estate transaction. According to International Valuation Standards (IVS), market value is defined as the estimated amount...

...Thomas Wiegelmann; Horacio Falcão Purpose The practice briefing aims to provide real estate professionals and negotiators with a superior understanding of negotiation process design to maximise real estate disposition outcomes. The purpose of this paper is to discuss the aforementioned objective...