Real Estate: Mastering the Negotiating Process

By: Mike Lipsey, Jerry Anderson, Jim Baker

A leader in the commercial real estate field, Mike Lipsey first burst on the national scene in 1981, when his Louisiana-based firm was acquired by the commercial group of Coldwell Banker. From that time on, Mike has parlayed earlier achievements into continued success, most notably in the acquisition of office buildings, apartment complexes and shopping centers throughout the Gulf South. Deeply committed to the teaching of commercial real estate, Mike Lipsey is highly active in the CCIM organization as senior instructor and has participated in the development of several professional level courses. A creative problem solver and deal maker, Jerry Anderson is widely renowned as a topflight real estate innovator. The tradition continues as Jerry carries out his current responsibilities as senior vice president of national accounts for Rubloff Corporate Real Estate Services, based in Chicago. At Rubloff, Jerry specializes in comprehensive client service that includes consulting, management and real estate transaction for corporations and institutions. In his previous position as vice president of Coldwell Banker Commercial Real Estate Group’s southeastern region, Mr. Anderson generated over $200 million of real estate activity for a major life insurance company, to name only one outstanding achievement. When major corporations, which buy, sell and hold billions of dollars’ worth of real estate annually, want to train people in real estate negotiating, these corporations turn to James A. Baker, and the firm of which he is president, Baker Communications. With offices in Cambridge, Chicago, San Francisco, Dallas and Houston, Baker Communications and its associates provide cutting-edge real estate negotiating information to such stellar corporations as Exxon, Connoco, Tenneco, IBM, Xerox, Occidental Petroleum, Enron, Coldwell Banker, and a host of independent real estate brokerages.

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